The challenger sale: taking control of the customer conversation
Description
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. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that 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. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
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Contributors:
ISBN:
9781591844358
9780593163153
9781101545898
9780593163153
9781101545898
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Grouping Information
Grouped Work ID | 8697b092-9549-4fc2-cbcb-233255ff792c |
---|---|
Grouping Title | challenger sale taking control of the customer conversation |
Grouping Author | matthew dixon |
Grouping Category | book |
Grouping Language | English (eng) |
Last Grouping Update | 2024-04-07 17:36:03PM |
Last Indexed | 2024-04-28 20:55:35PM |
Solr Fields
accelerated_reader_point_value
0
accelerated_reader_reading_level
0
auth_author2
Adamson, Brent
Dixon, Matthew
Dixon, Matthew
author
Dixon, Matthew, 1972-
author2-role
Adamson, Brent
Dixon, Matthew
Dixon, Matthew
author_display
Dixon, Matthew
available_at_bemis
Bemis Public Library
detailed_location_bemis
Bemis Lower Level
display_description
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. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that 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. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
format_bemis
Book
format_category_bemis
Books
id
8697b092-9549-4fc2-cbcb-233255ff792c
isbn
9780593163153
9781101545898
9781591844358
9781101545898
9781591844358
itype_bemis
Juvenile Biography
last_indexed
2024-04-29T02:55:35.467Z
lexile_score
-1
literary_form
Non Fiction
literary_form_full
Non Fiction
local_callnumber_bemis
658.85 DIXON,MA
owning_library_bemis
Bemis Public Library
owning_location_bemis
Bemis Public Library
primary_isbn
9781591844358
publishDate
2011
2019
2019
publisher
Penguin Audio
Portfolio/Penguin
Portfolio/Penguin
recordtype
grouped_work
subject_facet
Business
Customer relations
Economics
Electronic books
Management
Nonfiction
Sales management
Selling
Customer relations
Economics
Electronic books
Management
Nonfiction
Sales management
Selling
title_display
The challenger sale : taking control of the customer conversation
title_full
The challenger sale : taking control of the customer conversation / Matthew Dixon and Brent Adamson
The challenger sale [electronic resource] : Taking control of the customer conversation. Matthew Dixon
The challenger sale [electronic resource] : Taking control of the customer conversation. Matthew Dixon
title_short
The challenger sale
title_sub
taking control of the customer conversation
topic_facet
Business
Customer relations
Economics
Management
Nonfiction
Sales management
Selling
Customer relations
Economics
Management
Nonfiction
Sales management
Selling
Solr Details Tables
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record_details
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ils:.b37234845 | Book | Books | English | Portfolio/Penguin | 2011 | xvi, 221 pages : illustrations ; 24 cm | ||
overdrivecmc:ODN0004639806 | eAudiobook | Audio Books | Unabridged | English | Penguin Audio | 2019 | 1 online resource (6 audio files) : digital | |
overdrivecmc:ODN0000592234 | eBook | eBook | English | 2011 | 1 online resource |
scoping_details_bemis
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---|---|---|---|---|---|---|---|---|---|---|---|---|
ils:.b37234845 | .i123830813 | On Shelf | On Shelf | false | true | true | false | false | true | 195, 5, 6, 7, 8, 9, 10, 170, 11, 171, 12, 13, 14, 15 |