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.
©2011 Matthew Dixon and Brent Adamson (P)2012 Gildan Media Corp
"The most important advance in selling for many years." (Neil Rackham, author of SPIN Selling)
interested in medicine, fitness, and economics.
Well this book had a few interesting points, I found it to be mostly self promotion of the authors businesses and products. More disturbingly, however, almost all of their conclusions were based on surveys. Survey data does not seem adequate to reach their conclusion.
If you aren't a challenger type salesperson yet,
Here is what will happen:
first chapter - your jaw will drop
second chapter - you realize you can't put it down until you finish it.
Buy it now
Explains how the sales works has changed in the last 10 years, and what to do about it. Suggests an actionable model for presenting and closing more deals. Interesting research data and hypothesis.
EXPERIMENTER AND CURATOR OF TECHNOLOGIES FOR PROFESSIONAL SERVICES, CREATIVITY AND INNOVATION
The content of the book is one of a kind and shows how we should sell in this new era. Narrators could have done a better job. Pace and voices were inconsistent across the book.
Audio book lover with sci-fi leanings
Next to SPIN Selling, the Challenger Sale has contributed the most to my sales education. As someone transitioning from medical device technical support to life science sales, I have built a sales coursework for myself including 10-20 sales titles and the above two books have stood out heads and tails above the others. The Challenger Sale guides the reader to an understanding that most sales professionals represent a product or service that ultimately does not stand out as significantly different than that of competitors, offering the same fantastic customer service and product benefits solving a customer need. The authors go on the suggest the great differentiator is the sales professional that offers a customer new information and benefits the customer outside of the traditional sale. When all sales professionals are the same in the customers eyes, those that offer more than just what their product offers, those that come with a deeper understanding of the customers industry and knowledge or insight from competitors and how they solved their problems, will be the sales call the customer values and a lasting relationship may be built.
This is a great book. I tend to prefer books that have scientific truth behind them especially behind the claims they are able to provide. This book developed that in an interesting way to give me a new perspective
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