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10 de nov. de 2011 · 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.
1 de oct. de 2012 · The Challenger Sale: How To Take Control of the Customer Conversation. Matthew Dixon, Brent Adamson. Penguin Books Limited, Oct 1, 2012 - Business &...
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.
Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read' ― Tom Meek, vice president, sales, Henkel Adhesives Technologies The most important advance in selling for many years.
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.
And the book builds on how to provide those insights as sales rep, on how to tailor your message, on how to take control of the sale (and negotiate the sale), on how to manage your sales reps and on how to implement these challenger sale changes in your organization.
“ The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer.”
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