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The Challenger Sale Audiobook

The Challenger Sale: Taking Control of the Customer Conversation

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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

4.3 (1300 )
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Performance
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  •  
    Michael Montclair, NJ, United States 05-23-16
    Michael Montclair, NJ, United States 05-23-16 Member Since 2016
    HELPFUL VOTES
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    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.

    2 of 3 people found this review helpful
  •  
    Cicely 09-22-17
    Cicely 09-22-17 Member Since 2017
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    "Great Information"

    Loved this content and the person reading keep intrigued. That's a plus with audio books

    0 of 0 people found this review helpful
  •  
    08-16-17
    08-16-17 Member Since 2017
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    "okay book. need to listen to again"

    Tough to fallow along. I probably would not have finished if I was reading the book. The first few chapters and last few were the easiest to fallow.

    0 of 0 people found this review helpful
  •  
    CAHS 08-07-17
    CAHS 08-07-17
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    "probably the most recommended book for sales reps"

    For anyone in the account nanagement, sales rep, or sales management world, this is a must read. In a way, it's very simple but the unique perspective and exceptional articulation of the message give the reader clear, solid direction in which to work towards for future (individual) sales development. As a result, I'm now going to pursue learning more on how to both develop and use unique insights to challenge and teach my clients about ways to help their business make or save more money and more effectively compete to lead them to my product.

    0 of 0 people found this review helpful
  •  
    Evan Philadelphia 07-29-17
    Evan Philadelphia 07-29-17 Member Since 2017

    I read a lot of non-fiction books; Specifically those pertaining to business, entrepreneurship, economics, sales, marketing, and biographies

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    "Starts off great but trails off towards the end"

    The main point of this one is that the top sales people are the ones who aren't afraid to challenge the customer on their beliefs. They will risk losing the sale in order to make sure that the customer gets the best possible product/ service because they care. This authenticity creates loyal buyers.

    The beginning and the first few chapters were great, but somewhere in the middle it started getting off topic and repeating the same things.

    Overall a pretty good book.

    Hope this helped.
    Cheers!

    0 of 0 people found this review helpful
  •  
    07-10-17
    07-10-17
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    "Better to read Cliff notes"

    Great concepts and and excellent reading by one of the two authors who spoke, but the book could have been 50% shorter with no loss of content.

    0 of 0 people found this review helpful
  •  
    Ignazio Santangelo SI, NY USA 06-26-17
    Ignazio Santangelo SI, NY USA 06-26-17
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    "Must Have to Crush It"

    The content of this book sgould br a mudt have for every salesperson. The techniques mentioned are all backed by research and pertinent examples. The cadence of the story was spot on and the reader was clear, crisp and effective.

    0 of 0 people found this review helpful
  •  
    Elliot Roberts 06-26-17 Member Since 2016
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    "Great book for sales, marketing, & Management"

    This book is great and very insightful as it challenge the current selling model of many organizations.

    0 of 0 people found this review helpful
  •  
    Peter 06-22-17
    Peter 06-22-17 Member Since 2017
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    "Evolution of Sales"

    Excellent "how to" book to grow your business in any kind of Economic market by understanding the evolution of Solution Sales.

    0 of 0 people found this review helpful
  •  
    06-20-17
    06-20-17 Member Since 2017
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    "Good message, bad writing, questionable research"

    The author seems to make up a lot of statistics and stories within this book to support his message. I found the overall Challenger model to be compelling but the writing was boring and felt very dumbed down. It reads similarly to a freshman book report where the student is improvising having not read the book with the hope of getting a C+.

    0 of 0 people found this review helpful

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