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The Challenger Sale (Hardcover)
Taking Control of the Customer Conversation
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$16.09
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The best sales people don`t build customers-they challenge them.
Based on a quantitative study of more than 3,500 sales reps in multiple industries and geographies, The Challenger Sale argues that classic relationship building......more
The best sales people don`t build customers-they challenge them.
Based on a quantitative study of more than 3,500 sales reps in multiple industries and geographies, The Challenger Sale argues that classic relationship building isn`t enough, especially when it comes to selling complex, large-scale solutions.
It turns out every sales rep in the world falls into one of five distinct profiles: the hard worker, the problem solver, the challenger, the relationship builder, and the lone wolf. While most of these reps can deliver average sales performance, only one-the challenger- consistently outperforms the others.
The authors` research shows that customers will reward suppliers who can deliver a new perspective during the sales process and reframe their expectations. The book explains how to deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
- Author:
- Adamson, Brent
- ISBN:
- 9781591844358
- Format:
- Hardcover
- Pages:
- 221
- Publish Date:
- 11/10/2011
- Publisher:
- Portfolio
- Language:
- English
Portions copyright 2005 Muze Inc. All rights reserved.
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