The Challenger Sale: Taking Control of the Customer Conversation
| Author | : | |
| Rating | : | 4.91 (652 Votes) |
| Asin | : | B0073TG3LQ |
| Format Type | : | |
| Number of Pages | : | 565 Pages |
| Publish Date | : | 2015-12-31 |
| Language | : | English |
DESCRIPTION:
The things that make Challengers unique are replicable and teachable to the average sales rep. 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.. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales fo
Challenging The Challenger Sale Dave Kinnear The good news about The Challenger Sale is that Dixon and Adamson further the concept of consultative selling. Even better, in my estimation, is that the authors seemed to use some solid data on which to base their theories. I like some of their approach such as, “Lead to your solution not with your solution,” and “Differentiate yourself by showing your customer something new about their industry that they didn't know or provide them with a differe. "Strong research and important sales insights" according to J. F. Malcolm. This book comes very highly touted, especially by Neil Rackham himself, who calls it "the most important advance in selling for many years."I personally don't think it reaches quite that level, but overall it is an excellent book, with provocative insights and useful information for salespeople looking for ways to break out of the pack.The key to a really good book is that it makes you say, "I never thought of that before," and to use that insight to improve your li. Not written for sales reps Tom This audio book was not at all what I was looking for. Instead of providing insights that help sales reps take control of the conversation it ironically seems written for sales managers to take control away from reps by training all to fit the challenger model. Very tedious. I had to work hard to mine a few useful nuggets.