What Will You Learn from Reading this Book?
- The five types of sales reps and their relative performance in a complex sales environment
- Why challenger sellers outperform hard workers and relationship builders
- How to push customers to think differently about their business and offer them unique, differentiated solutions
- How to tailor your pitch to resonate with the business objectives of the customer
- How to take control of the sales and negotiation process and beat customer skepticism and indecision
- How organizations align their capabilities to successfully implement the Challenger Sales Model
In their book "The Challenger Sale: Taking Control of the Customer Conversation," Dixon and Adamson dig through mountains of research on thousands of sales reps to find what makes some reps exceptional performers in a complex sales environment. Their findings are conclusive: the best sales reps challenge customers to think differently about their business and push them to act on needs they didn t know they had. Packed with proven insights and practical guidelines for implementing the Challenger Sales Model, this book is the harbinger of a sales revolution that is long overdue. "The Challenger Sale" is a must-read for any salesperson, team leader, or senior executive.
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Please note: This is a summary, analysis and review of the book and not the original book.