Why did you choose this product?
The Challenger Sale: Taking Control of the Customer Conversation (Hardcover)
About Corporate Executive Board
By identifying and building on the proven best practices of the world's best companies, Corporate Executive Board (CEB) helps senior executives and their teams drive corporate performance. CEB tools, insights, and analysis empower clients to focus efforts, move quickly, and address emerging and enduring business challenges with confidence.
For more information visit
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.
|Genre||BUSINESS & ECONOMICS / Sales & Selling / General|
|Publisher Date||2011-11-10 00:00:00.0|
|Unit weight||0.9 lb|
|Subtitle||Taking Control of the Customer Conversation|
Questions & Answers
Another sales professional read it and recommended it
Shopping Tips & Inspiration
Best Books to Give for Mother's Day
Best Books to Give for Mother's Day from Overstock.com. If your mom is a bookworm, use these tips to find her a literary Mother's Day gift.
Twilight - Beyond the Novels
Twilight: Beyond the Novels from Overstock.com. Our guides provide customers with information about Twilight, the novel and advice about our many brand-name products.
Pulitzer Prize Literature Guide
Pulitzer Prize Literature Guide from Overstock.com. Looking for something to read? Here is a list of notable Pulitzer Prize-winning books.
How to Start a Book Club
How to Start a Book Club from Overstock.com. Our guides provide customers with information about how to start a book club and advice about our many brand-name products.
How to Create Your Own Reading List
How to Create Your Own Reading List from Overstock.com. Learn how to choose books that you'll enjoy and create a useful, engaging, and fun reading list.
FAQs About Banned Books
FAQs about Banned Books from Overstock.com. Celebrate the freedom to read! Here are a few of the most frequently asked questions about banned books.
10 Fun Facts about Disney
10 Fun Facts about Disney from Overstock.com. Disney has a long, exciting history, and here are some fun and lesser known facts.
Tips on Selecting the Perfect Entertainment Gift
Tips on Selecting the Perfect Entertainment Gift from Overstock.com. Our guides provide customers with tips on selecting the perfect entertainment gift and advice about our many brand-name products.
Shipping & Returns
This item will be delivered to you via USPS Trackable Media Mail or UPS Mail Innovations and will take from 2 days to 3 weeks from the time the item leaves our warehouse. *
Standard Return Policy:
Items must be returned in new or unused condition and contain all original materials included with the shipment. More Details
FINAL SALE EXCLUSION: Items marked as FINAL SALE are not returnable unless the problem you experience is the result of our error.
* For your protection, all orders are screened for security purposes. If your order is selected for review, our Loss Prevention Team may contact you by phone or email. There may be a two business day delay to process your order.
** Most Oversize orders are delivered within 1-4 weeks. Some orders may take 6 weeks to be delivered.