Dear Library Patrons, The mission of NYPL is to inspire lifelong learning, advance knowledge, and strengthen our communities. Government support only pays for a portion of our work, so we rely on you to help - from stocking our shelves with amazing books, expanding our e-Book selection, classes, events, or even making free WiFi accessible to all. We are trying to raise $500,000 by December 31: an ambitious goal, but one that will fund incredible learning and reading in our community. Please consider donating to help keep our services free to all New Yorkers in 2015 >>

[]
[]

The Challenger Sale

Taking Control of the Customer Conversation

Dixon, Matthew, 1972-

(Book - 2011)
Average Rating: 4 stars out of 5.
The Challenger Sale
Print
Penguin Putnam

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.



Baker & Taylor
Profiling five distinct sales representative styles while arguing that one consistently outperforms the others, a guide based on a quantitative study of thousands of sales reps in various industries demonstrates how to achieve customer loyalty by delivering a distinctive purchase experience.

Publisher: New York : Portfolio/Penguin, 2011
ISBN: 9781591844358
1591844355
Branch Call Number: 658.85 D
Characteristics: xvi, 221 p. : ill. ; 24 cm.
Additional Contributors: Adamson, Brent

Opinion

From the critics


Community Activity

Comment

Add a Comment

There are no comments for this title yet.

Age

Add Age Suitability

There are no ages for this title yet.

Summary

Add a Summary

There are no summaries for this title yet.

Notices

Add a Notice

There are no notices for this title yet.

Quotes

Add a Quote

There are no quotes for this title yet.

Find it at NYPL

  Loading...

Other Formats

Buy It Now

Support your library, keep it forever!

View Purchase Options Learn more about this program

Your Cart

Hello! We noticed you have the following items in your cart right now:

If you'd still like to purchase the items you have in your cart, you can do that now.

You'll be able to purchase your eBook after you have checked out your current cart.

The Challenger Sale
Dixon, Matthew, 1972-
The Challenger Sale

To continue with your eBook purchase immediately, you can clear your cart by clicking below.

All items will be removed from your cart.


I'd like to keep browsing! I'll decide later.

Explore Further


Browse the Shelf

Subject Headings


Recommendations

  Loading...

Powered by BiblioCommons.
app04 Version gurli Last updated 2014/12/09 10:52