The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation by Matthew & Adamson Brent Dixon


Authors
Matthew &
Adamson Brent Dixon
ISBN
9780670922857
Published
Released
01 / 04 / 2013
Binding
Paperback
Pages
240
Dimensions
153 x 234 x 18mm

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 Corporate Executive Board 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.
35.00

Afterpay
Available on orders $50 to $1000 - Learn more



Enter your Postcode or Suburb to view availability and delivery times.

You might also like

ReWork
29.99
29.99
_% Off
Quit Like A Millionaire
29.99
29.99
_% Off
Conspiracy
22.99
22.99
_% Off

RRP refers to the Recommended Retail Price as set out by the original publisher at time of release.
The RRP set by overseas publishers may vary to those set by local publishers due to exchange rates and shipping costs.
Due to our competitive pricing, we may have not sold all products at their original RRP.