Challenger Sale Taking Control of the Customer Conversation

Name: Challenger Sale Taking Control of the Customer Conversation
Availability: InStock
ISBN: 9781591844358

ISBN-10: 1591844355

ISBN-13: 9781591844358

Edition: 2011

Authors: Matthew Dixon, Brent Adamson

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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…

Book details

List price: $30.00
Copyright year: 2011
Publisher: Penguin Publishing Group
Publication date: 11/10/2011
Binding: Hardcover
Pages: 240
Size: 6.15" wide x 9.30" long x 0.90" tall
Weight: 0.880
Language: English



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