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The challenger sale: Taking control of the customer conversation

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English
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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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ISBN:
9781591844358
9781101545898
9780593163153
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Grouping Information

Grouped Work ID8697b092-9549-4fc2-cbcb-233255ff792c
Grouping Titlechallenger sale taking control of the customer conversation
Grouping Authormatthew dixon
Grouping Categorybook
Grouping LanguageEnglish (eng)
Last Grouping Update2021-06-10 08:22:01AM
Last Indexed2021-06-12 00:04:52AM
Novelist Primary ISBN9781101545898

Solr Details

accelerated_reader_point_value0
accelerated_reader_reading_level0
auth_author2Adamson, Brent.
Dixon, Matthew.
authorDixon, Matthew.
author2-roleAdamson, Brent.
Dixon, Matthew.
author_displayDixon, Matthew
detailed_location_bemisBemis Lower Level
display_descriptionWhat'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_bemisBook
format_category_bemisBooks
id8697b092-9549-4fc2-cbcb-233255ff792c
isbn9780593163153
9781101545898
9781591844358
item_details
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ils:.b37234845.i123830813Bemis Lower Level658.85 DIXON, MA1falsefalseDue Jul 3, 2021Oct 01, 2020below
overdrivecmc:ODN0004639806ODN0004639806Overdrive (CMC)Online Overdrive (CMC)eAudiobookAudio Books1falsetrueOverdrive (CMC)http://link.overdrive.com/?websiteID=162&titleID=4639806Available OnlineOverdrive (CMC)
overdrivecmc:ODN0000592234ODN0000592234Overdrive (CMC)Online Overdrive (CMC)eBookeBook1falsetrueOverdrive (CMC)http://link.overdrive.com/?websiteID=162&titleID=592234Available OnlineOverdrive (CMC)
itype_bemisJuvenile Biography
last_indexed2021-06-12T06:04:52.066Z
lexile_score-1
literary_formNon Fiction
literary_form_fullNon Fiction
local_callnumber_bemis658.85 DIXON,MA
owning_library_bemisBemis Public Library
owning_location_bemisBemis Public Library
primary_isbn9781591844358
publishDate2011
2019
record_details
Bib IdFormatFormat CategoryEditionLanguagePublisherPublication DatePhysical DescriptionAbridged
ils:.b37234845BookBooksEnglishPortfolio/Penguin, 2011.xvi, 221 pages : illustrations ; 24 cm
overdrivecmc:ODN0004639806eAudiobookAudio BooksUnabridged.EnglishPenguin Audio, 2019.1 online resource (6 audio files) : digital
overdrivecmc:ODN0000592234eBookeBookEnglish2011.1 online resource
recordtypegrouped_work
scoping_details_bemis
Bib IdItem IdGrouped StatusStatusLocally OwnedAvailableHoldableBookableIn Library Use OnlyLibrary OwnedHoldable PTypesBookable PTypesLocal Url
ils:.b37234845.i123830813Checked OutChecked Outfalsefalsetruefalsefalsetrue5, 6, 7, 8, 9, 10, 170, 11, 171, 12, 13, 14, 15
subject_facetBusiness
Customer relations
Economics
Electronic books
Management
Nonfiction
Sales management
Selling
title_displayThe challenger sale : taking control of the customer conversation
title_fullThe 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
title_shortThe challenger sale
title_subTaking control of the customer conversation
topic_facetBusiness
Customer relations
Economics
Management
Nonfiction
Sales management
Selling