The Challenger Sale: How to control the customer conversation

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Price: £14.99 - £10.00(as of Dec 09,2019 14:05:29 UTC – Details) THE INTERNATIONAL BESTSELLER: SELLING HUGE MILLION COPIES In the Challenger Sale, Matthew Dixon and Brent Adamson share the secret of sales success: not only

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Price: £14.99 - £10.00
(as of Dec 09,2019 14:05:29 UTC – Details)
 THE INTERNATIONAL BESTSELLER: SELLING HUGE MILLION COPIES In the Challenger Sale, Matthew Dixon and Brent Adamson share the secret of sales success: not only build relationships with customers. Challenge themWhat is the secret to sales success? If you are like most business leaders, you would say that it's essentially about relationships – and you'd be wrong. The best sellers not only build relationships with customers, they challenge them. Matthew Dixon, Brent Adamson and their colleagues at CEB have examined the performance of thousands of sales people worldwide. And what they discovered could be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classical relationship building is the wrong approach. Each salesperson in the world falls into one of five different profiles, and while all of these types of salespeople can deliver average performance, only one – the challenger – delivers consistently high performance. Instead of questioning customers with facts and characteristics, Challenger approaches customers With insights on how to save or earn money, they tailor their message to the specific needs of the customer. They are self-confident, pushing back when needed and taking control of the sale. Any salesperson who is equipped with the right tools can increase customer loyalty and ultimately growth. Matthew Dixon and Brent Adamson are directors of CEB's Sales Executive Council in Washington, DC www.executiveboard.com www.thechallengersale.com