Challenger Sale Taking Control of the Customer Conversation
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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, 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.
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All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.
List price: $28.95
Copyright year: 2011
Publisher: Penguin Publishing Group
Publication date: 11/10/2011
Size: 6.25" wide x 9.50" long x 1.00" tall
|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|
|Challenging Beyond Sales|
|Challenger Coaching Guide (excerpt)|
|Selling Style Self-Diagnostic|
|Challenger Hiring Guide: Key Questions to Ask in the Interview|