PDF, TXT, FB2. EPUB. MOBI. The book was written on 2021. Look for a book on 2020-eala-conference.org.
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In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.
Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance.
Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale.
Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.
Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.
Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance.
The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery. (Dan James, former chief sales officer, DuPont) --This text refers to an alternate kindle_edition edition.
The Challenger Sale does, in fact, challenge some long held assumptions about selling success.
Instead of providing solutions to buyers' needs, the Challenger Sale model advises sales reps to aggressively take control of the conversation and embrace friction as a strategy to win sales.
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One clear winner - and one clear loser: Challenger sales reps are 4X more likely to be high-performers in complex selling environments based on their ability to teach customers new insights, tailor their messages to varying customer stakeholders, and take control of the commercial conversation.