The Challenger Sale
How To Take Control of the Customer Conversation
Matthew Dixon author Brent Adamson author
Format:Paperback
Publisher:Penguin Books Ltd
Published:7th Feb '13
Should be back in stock very soon
This book reveals that true sales success lies not in relationship-building but in challenging customers. The Challenger Sale offers a fresh approach to sales strategies.
In The Challenger Sale, Matthew Dixon and Brent Adamson present a groundbreaking perspective on what truly drives sales success. They argue that the traditional approach of building relationships with customers is not the most effective strategy. Instead, they emphasize the importance of challenging customers in a way that encourages them to think differently about their needs and solutions. This shift in approach can lead to increased customer loyalty and greater sales growth.
The authors draw from extensive research conducted by the Corporate Executive Board (CEB), analyzing the performance of thousands of sales representatives across various industries. They identify five distinct types of salespeople, with the 'Challenger' emerging as the most effective. Challengers engage customers by offering unique insights and perspectives, pushing them to reconsider their assumptions. This method not only fosters deeper connections but also positions the salesperson as a trusted advisor.
The Challenger Sale provides practical tools and strategies for sales professionals looking to adopt this approach. By equipping sales reps with the skills to challenge their customers constructively, the book aims to transform the sales process. Readers are encouraged to rethink their sales tactics and embrace a more proactive role in guiding customer decisions. Ultimately, this book is a must-read for anyone aiming to excel in the competitive world of sales.
Read it, think about it, implement it. You, and your organization, will be glad you did * Professor Neil Rackham, author of SPIN Selling *
"The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery * Dan James, former chief sales officer, DuPont *
'This is a must-read book for every sales professional. The authors' groundbreaking research explains how the rules for selling have changed-and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success * Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing *
'Groundbreaking, timely, and disciplined research presented in a way that is both intuitive and completely actionable. It has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training and deployment * Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services *
'The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering and yourself in the mind of the customer' * Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals *
'There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read' * Tom Meek, vice president, sales, Henkel Adhesives Technologies *
The most important advance in selling for many years. -- Neil Rackham, author of SPIN Selling
ISBN: 9780670922857
Dimensions: 232mm x 152mm x 18mm
Weight: 299g
240 pages