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)
This was a very painful experience.
Some books are just not meant to be listened to. Self help is a good example.
Another big problem, it was either recorded t a very fast speed or these two guys drank a lot of coffee. It was tough to keep up with.
As I listened, my mind kept drifting to more interesting topics file my grocery list and I would realize I had just missed 10 minutes.
If you feel you must digest data spewed in the form of survey results and MBA acronyms then go out and buy it in text.
OK great concepts and the research was very informative. Also, the examples of real companies that have used the Challenger method successfully, like Granger, were excellent. A few more would've been good.
In general, I think this book is most appropriate for large organizations but a little less actionable for small business. I think all of us in sales would like to be in a position to deliver game changing insights to our biggest prospects and customers. However, the authors suggestion for implementation involved engaging the "marketing department" and dedicated training teams in a 5 to 10 year effort, to really maximize the effectiveness. They kind of lost me there. I would challenge them to write another version for the small business sales team.
A little technical but well worth it. I loved to learn about the different sales personalities and I believe this will Change our organization so that everyone can be better performers.
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.
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