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The Challenger Sale By Matthew Dixon

The Challenger Sale

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$13.69
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Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach.
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17 in stock


The Challenger Sale Summary


The Challenger Sale: How To Take Control of the Customer Conversation by Matthew Dixon

THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD

In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them

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.

Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance.

Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale.

Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.

Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.

www.executiveboard.com
www.thechallengersale.com

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The Challenger Sale Reviews


The most important advance in selling for many years. -- Neil Rackham, author of SPIN Selling

About Matthew Dixon


Matthew Dixon and Brent Adamson are managing directors with CEB in Washington, D.C.

Additional information

GOR005235511
The Challenger Sale: How To Take Control of the Customer Conversation by Matthew Dixon
Matthew Dixon
Used - Very Good
Paperback
Penguin Books Ltd
2013-02-07
240
0670922854
9780670922857
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.