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.
The Challenger Sale highlights the value of shaking up the marketplace from a customer's perspective while also considering the goal of interaction: to close deals that offer mutual benefits for all parties involved. The performance also highlights the value of tailoring messages for each stakeholder.
This book has got to be the most boring read I have had the unfortunate duty of completing!!
Its like a technical book, SOOOO boring!
fine, average, statisfactory
Im sure that the information is accurate and i dont doubt that they worked extremely hard to write this book BUT wow its the cure for insomnia. If it wasn't required reading i would have put it down within the first 2 chapters!
Fresh outlook on educating Prospects... good holistic view for both managers and salespeople. Challenge your prospect's frame in order to educate, reframe, and win the sale.
Good underlying principles, but poorly written. The authors harp on the same regurgitated garble ad nauseam.
It seems they were trying to write on a more technical level and merely complicated their wording rather than delivering a simple, concise message on what is actually a good underlying message.
My guesses as to why the authors chose to co-narrate their own book....
1) Reduce expenses and 2) no voice actors wanted to take on a project reading the same message on repeat.
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.
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