The Challenger Sale: Taking Control of the Customer Conversation

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The Challenger Sale: Taking Control of the Customer Conversation

Format:  Hardcover,

221 pages

Publisher: Penguin Group USA

Publish Date: Nov 2011

ISBN-13: 9781591844358

ISBN-10: 1591844355

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Book Information

The following content was provided by the publisher.

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.

Specifications

Publisher: Penguin Group USA
Publish Date: Nov 2011
ISBN-13: 9781591844358
ISBN-10: 1591844355
Format: Hardcover
Number of Pages: 221
Shipping Weight (in pounds): 0.9
Product in Inches (L x W x H): 6.25 x 9.5 x 1.0

Chapter outline

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

Book description

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.

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