We are currently making improvements to the Audible site. In an effort to enhance the accessibility experience for our customers, we have created a page to more easily navigate the new experience, available at the web address www.audible.com/access .
The Challenger Sale Audiobook
The Challenger Sale
Written by: 
Matthew Dixon, Brent Adamson
Narrated by: 
Matthew Dixon, Brent Adamson
 >   > 
The Challenger Sale Audiobook

The Challenger Sale: Taking Control of the Customer Conversation

Regular Price:$20.99
  • Membership Details:
    • First book free with 30-day trial
    • $14.95/month thereafter for your choice of 1 new book each month
    • Cancel easily anytime
    • Exchange books you don't like
    • All selected books are yours to keep, even if you cancel
  • - or -

Publisher's Summary

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

What the Critics Say

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

What Members Say

Average Customer Rating

4.2 (802 )
5 star
 (370)
4 star
 (287)
3 star
 (109)
2 star
 (18)
1 star
 (18)
Overall
4.1 (660 )
5 star
 (269)
4 star
 (228)
3 star
 (124)
2 star
 (23)
1 star
 (16)
Story
4.1 (672 )
5 star
 (286)
4 star
 (236)
3 star
 (112)
2 star
 (23)
1 star
 (15)
Performance
Sort by:
  •  
    Rj 07-10-16
    Rj 07-10-16 Member Since 2016
    ratings
    REVIEWS
    1
    1
    Overall
    Performance
    Story
    "Intelligent and practical"

    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

    0 of 0 people found this review helpful
  •  
    michelle moore 06-21-16
    ratings
    REVIEWS
    1
    1
    Overall
    Performance
    Story
    "Cardinal Challenger"

    Well read and written. Broad brush concepts that are then broken down to understandable details.

    0 of 0 people found this review helpful
  •  
    G. Ranger 06-13-16
    G. Ranger 06-13-16
    ratings
    REVIEWS
    8
    2
    Overall
    Performance
    Story
    "Effective approach. Nothing truly new"

    Good, effective approach to complex sales. Nothing truly new in the sense that others have covered it: The Ultimate Sales machine, Sandlers for example,

    0 of 0 people found this review helpful
  •  
    Michael Montclair, NJ, United States 05-23-16
    Michael Montclair, NJ, United States 05-23-16 Member Since 2016
    HELPFUL VOTES
    98
    ratings
    REVIEWS
    98
    80
    FOLLOWERS
    FOLLOWING
    5
    0
    Overall
    Performance
    Story
    "Don't Listen; if you want: Read in Text"
    Any additional comments?

    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.

    0 of 0 people found this review helpful
  •  
    Daniel 05-05-16
    Daniel 05-05-16 Member Since 2011
    ratings
    REVIEWS
    6
    1
    Overall
    Performance
    Story
    "game changer"

    This book changed the way I feel and perceive selling. Definitely a must-read for anyone looking to take sales to the next level.

    0 of 0 people found this review helpful
  •  
    naptownnomad 04-24-16
    ratings
    REVIEWS
    4
    1
    Overall
    Performance
    Story
    "Pay attention, your competition will read this too."

    This was the best sales book I have read to date (20 plus years of learning and selling).

    0 of 0 people found this review helpful
  •  
    James 02-27-16
    James 02-27-16 Member Since 2011
    ratings
    REVIEWS
    1
    1
    Overall
    Performance
    Story
    "great book"

    this book provides good insight on the changing customer base. it outlines a clear path for more constructive and effective selling.

    0 of 0 people found this review helpful
  •  
    George 02-16-16
    George 02-16-16 Member Since 2016
    ratings
    REVIEWS
    1
    1
    Overall
    Performance
    Story
    "perfect add to the text."

    consumed the book while on my commute and while on the individual door trainer. The repetition allowed my to consume the text 2x faster.

    0 of 0 people found this review helpful
  •  
    Rick Yeganeh USA 01-21-16
    Rick Yeganeh USA 01-21-16 Member Since 2015
    HELPFUL VOTES
    5
    ratings
    REVIEWS
    5
    5
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    Performance
    Story
    "Reaffirming intel."

    Good listen. Found the author insights helpful in qualifying my own actions. Indeed, it doesn't hurt to let the customer know they need more education in certain areas of their business.

    0 of 0 people found this review helpful
  •  
    bignate Tulsa, Ok 01-18-16
    bignate Tulsa, Ok 01-18-16 Member Since 2014

    bignate

    HELPFUL VOTES
    1
    ratings
    REVIEWS
    20
    6
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    Performance
    Story
    "seemed like a sales pitch, but was educational"

    great narration. book seemed slow at first but I enjoyed it in the end. I recommend.

    0 of 0 people found this review helpful

Report Inappropriate Content

If you find this review inappropriate and think it should be removed from our site, let us know. This report will be reviewed by Audible and we will take appropriate action.

Cancel

Thank you.

Your report has been received. It will be reviewed by Audible and we will take appropriate action.