The challenger sale: taking control of the customer conversation
(Book)

Book Cover
Average Rating
Contributors:
Published:
New York : Portfolio/Penguin, 2011.
Physical Desc:
xvi, 221 pages : illustrations ; 24 cm
Status:
Bemis Lower Level
658.85 DIXON,MA
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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Bemis Lower Level
658.85 DIXON,MA
On Shelf
Dec 26, 2023
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Format:
Book
Language:
English
ISBN:
9781591844358, 1591844355

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Includes index.
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Citations
APA Citation (style guide)

Dixon, M., & Adamson, B. (2011). The challenger sale: taking control of the customer conversation. New York, Portfolio/Penguin.

Chicago / Turabian - Author Date Citation (style guide)

Dixon, Matthew, 1972- and Brent. Adamson. 2011. The Challenger Sale: Taking Control of the Customer Conversation. New York, Portfolio/Penguin.

Chicago / Turabian - Humanities Citation (style guide)

Dixon, Matthew, 1972- and Brent. Adamson, The Challenger Sale: Taking Control of the Customer Conversation. New York, Portfolio/Penguin, 2011.

MLA Citation (style guide)

Dixon, Matthew and Brent Adamson. The Challenger Sale: Taking Control of the Customer Conversation. New York, Portfolio/Penguin, 2011.

Note! Citation formats are based on standards as of July 2022. Citations contain only title, author, edition, publisher, and year published. Citations should be used as a guideline and should be double checked for accuracy.
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Grouped Work ID:
8697b092-9549-4fc2-cbcb-233255ff792c
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Record Information

Last Sierra Extract TimeFeb 06, 2024 06:19:46 AM
Last File Modification TimeFeb 06, 2024 06:20:03 AM
Last Grouped Work Modification TimeFeb 06, 2024 06:19:56 AM

MARC Record

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