The Challenger Sale: Taking Control of the Customer Conversation
by Dixon, Matthew and Brent Adamson
- Used
- Hardcover
- Condition
- As New-/As New-
- ISBN 10
- 1591844355
- ISBN 13
- 9781591844358
- Seller
-
Piggott, Arkansas, United States
Payment Methods Accepted
About This Item
Synopsis
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.
Reviews
(Log in or Create an Account first!)
Details
- Seller
- Inga's Original Choices (US)
- Seller's Inventory #
- 014182
- Title
- The Challenger Sale: Taking Control of the Customer Conversation
- Author
- Dixon, Matthew and Brent Adamson
- Format/Binding
- Hardcover
- Book Condition
- New
- Jacket Condition
- As New-
- Edition
- Later Printing
- ISBN 10
- 1591844355
- ISBN 13
- 9781591844358
- Publisher
- Portfolio / Penguin
- Place of Publication
- New York
- Date Published
- 2011
- Keywords
- BUSINESS & ECONOMICS / Customer Relations, Marketing / General, Sales & Selling / General
- Bookseller catalogs
- How To; Business & Economics;
Terms of Sale
Inga's Original Choices
Domestic and International priority rates are based on books up to 4 lbs which will fit into a "Flat Rate" envelope. We will contact you with quotes for heavier books or multiple book orders. I endeavour to describe all items correctly but if you find a mistake or omission in the description I will gladly accept a return and I will refund the cost of the book. The item[s] need to be returned within 3 days of receipt and need to be received in the same condition as they were sent. I would prefer it if you could take a minute to contact me to resolve any issues before a return is arranged, possibly making a return unnecessary.
About the Seller
Inga's Original Choices
About Inga's Original Choices
Literature is an art and that is why I have incorporated a bookstore into my main business, custom framing. While I thoroughly enjoy this business, my first love always was and always will be books.
Some recent feedback:
1. "You are the champion of perfect book-mailers! How wonderfully you protected the book by bubble wrap and you reinforced the envelope so well with tape. The book is in pristine condition. Thank you so much for doing such a beautiful job".
2." Just received my copy of "Brighty of the Grand Canyon". Just as described (perfect really) and your processing time is totally amazing. Thank you for such a wonderful job. I am impressed and will gladly do business with you again as need and money allow".
3." Just a note to say the book arrived several days ago, which is really quick.
My customer is delighted with it". 4. I recently purchase a first edition book from you (Herbs and Apples), and I just want to thank you for your prompt service, careful packaging and reasonable price. Also, your description of the book was detailed and accurate, so the book is as I expected.
Thank you for visiting my virtual store. If you're in the neighborhood - You All Come - as they say around here!
Inga
Glossary
Some terminology that may be used in this description includes:
- Tight
- Used to mean that the binding of a book has not been overly loosened by frequent use.
- Spine
- The outer portion of a book which covers the actual binding. The spine usually faces outward when a book is placed on a shelf....
- Jacket
- Sometimes used as another term for dust jacket, a protective and often decorative wrapper, usually made of paper which wraps...