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Synopsis
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In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them
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.
Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance.
Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale.
Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.
Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.
www.executiveboard.com
www.thechallengersale.com
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Review
The most important advance in selling for many years. (Neil Rackham, author of SPIN Selling)
About the Author
Matthew Dixon and Brent Adamson are managing directors with CEB in Washington, D.C.
"About this title" may belong to another edition of this title.
- PublisherPortfolio Penguin
- Publication date2013
- ISBN 10 0670922854
- ISBN 13 9780670922857
- BindingPaperback
- Number of pages240
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