The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon, Brent Adamson

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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.

Product Details

ISBN-13: 9781101545898
Publisher: Penguin Publishing Group
Publication date: 11/10/2011
Sold by: Penguin Group
Format: NOOK Book
Pages: 240
Sales rank: 100,229
File size: 7 MB
Age Range: 18 Years

About the Author

Matthew Dixon is a managing director and Brent Adamson is a senior director with Corporate Executive Board's Sales Executive Council in Washington, D.C.

About Corporate Executive Board
By identifying and building on the proven best practices of the world's best companies, Corporate Executive Board (CEB) helps senior executives and their teams drive corporate performance. CEB tools, insights, and analysis empower clients to focus efforts, move quickly, and address emerging and enduring business challenges with confidence.

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The Challenger Sale: Taking Control of the Customer Conversation 3.9 out of 5 based on 0 ratings. 10 reviews.
RolfDobelli More than 1 year ago
In a field where new approaches and insights are rare, this book is a standout. Consultants Matthew Dixon and Brent Adamson spell out their business-to-business (B2B) sales construct, the “Challenger Sales Model,” overturn a few old assumptions (like Relationship Builders sell best) and set a new course for well-informed salespeople. Their innovative methods – drawn from research by the Sales Executive Council of the CEB, a global member-based advisory company – offer a new take. The book details an impressive, data-based B2B sales tactic, starting with helping you understand your sales personality type and explaining why you want to teach, tailor your message to and challenge your clients. Drawing from a survey of 6,000 sales reps, they explain what information to gather, how to present it and how to challenge your customers. getAbstract recommends their instructions to B2B sales professionals and to executives in sales management. To take a big step forward in planning and closing B2B sales, line up at this starting gate.
JoshW45 More than 1 year ago
One of the best sales books I've ever read. It'll change the way you think about sales. I was surprised to learn the challenger was the most effective seller. I always thought it was the outgoing friendly type who sold the most.
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Anonymous More than 1 year ago
I do not think this book is useful in the field. It has no concrete points or direction. If you would like to read a book and feel like you've been robbed of your money or learned and gained nothing after you have finished then this is the book for you. I would recommend author Simon Hazeldine and Bare Knuckle Selling. It is cheaper and more satisfying!
Anonymous More than 1 year ago
Why is this ebook 66% more on B&N?