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Challenger Sale Taking Control of the Customer Conversation

ISBN-10: 1591844355
ISBN-13: 9781591844358
Edition: 2011
List price: $28.95 Buy it from $15.32
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Description: The best sales people don't build customers-they challenge them. Based on a quantitative study of more than 6,000 sales reps in multiple industries and geographies, The Challenger Saleargues that classic relationship building isn't enough,  More...

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Book details

List price: $28.95
Copyright year: 2011
Publisher: Penguin Publishing Group
Publication date: 11/10/2011
Binding: Hardcover
Pages: 240
Size: 6.25" wide x 9.50" long x 1.00" tall
Weight: 1.166
Language: English

The best sales people don't build customers-they challenge them. Based on a quantitative study of more than 6,000 sales reps in multiple industries and geographies, The Challenger Saleargues that classic relationship building isn't enough, especially when it comes to selling complex, large-scale solutions.It turns out every sales rep in the world falls into one of five distinct profiles: the hard worker, the problem solver, the challenger, the relationship builder, and the lone wolf. While most of these reps can deliver average sales performance, only one-the challenger- consistently outperforms the others.The authors' research shows that customers will reward suppliers who can deliver a new perspective during the sales process and reframe their expectations. The book explains how to deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Foreword
Introduction: A Surprising Look into the Future
The Evolving Journey of Solution Selling
The Challenger (Part 1): A New Model for High Performance
The Challenger (Part 2): Exporting the Model to the Core
Teaching for Differentiation (Part 1): Why Insight Matters
Teaching for Differentiation (Part 2): How to Build Insight-Led Conversations
Tailoring for Resonance
Taking Control of the Sale
The Manager and the Challenger Selling Model
Implementation Lessons from the Early Adopters
Afterword
Challenging Beyond Sales
Acknowledgments
Challenger Coaching Guide (excerpt)
Selling Style Self-Diagnostic
Challenger Hiring Guide: Key Questions to Ask in the Interview
Index

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