The challenger sale: taking control of the customer conversation number of pages

THE CHALLENGER SALE: TAKING CONTROL OF THE CUSTOMER CONVERSATION NUMBER OF PAGES HOW TO

Please keep in mind that comments are moderated and rel='nofollow' is in use. The Customer Conversation Best Economics below 0 In the text, the book argues that relationship-building is no longer the best sales.

Д¬hallenger Sale: Taking Control of the Customer Conversation The Challenger Sale is the first non-fiction book by Matthew Dixon.

The authors explain how almost any average rep, equipped with the right tools, can drive higher Levels of customer loyalty and ultimately, greater growth.Д¬atalog Number List:Catalog Number List Element

THE CHALLENGER SALE: TAKING CONTROL OF THE CUSTOMER CONVERSATION NUMBER OF PAGES HOW TO

Once you understand how to identify Challengers, you can model their approach and embed it throughout your sales force. The things that make Challengers unique are teachable to the average sales rep. They are assertive, pushing back when necessary and taking control of the sale. They tailor their message to the customer's specific needs. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. Based on exhaustive study, the book suggests that this is the sales style that decision makers seek - the Salesperson who is provocative and unafraid to speak their mind - even when it differs from the clients perspective. Every sales rep in the world falls into one of five distinct profiles and while all of these types of reps can deliver average sales performance, only one the Challenger delivers consistently high performance. It suggests that top sales performers take control of the customer conversation, teach the buyer something they didnt know before and get them to think differently. 'The Challenger Sale' argues that classic relationship building is a losing approach. Matthew Dixon, Brent Adamson and their colleagues at Corporate Executive Board have studied what determines the performance of thousands of sales reps worldwide and what they discovered may be the biggest shock to conventional sales wisdom in decades. The best salespeople don't just build relationships with customers.

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 challenger sale: taking control of the customer conversation number of pages