The Challenger Sale: Taking Control of the Customer Conversation

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9780670922857: The Challenger Sale: Taking Control of the Customer Conversation

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

Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.

Recensione:

The most important advance in selling for many years. (Neil Rackham, author of SPIN Selling)

L'autore:

Matthew Dixon and Brent Adamson are managing directors with CEB in Washington, D.C.

Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.

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Matthew Dixon, Brent Adamson
Editore: Penguin Books Ltd, United Kingdom (2015)
ISBN 10: 0670922854 ISBN 13: 9780670922857
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Descrizione libro Penguin Books Ltd, United Kingdom, 2015. Paperback. Condizione libro: New. 230 x 152 mm. Language: English . Brand New Book. THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD 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. Codice libro della libreria APG9780670922857

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Matthew Dixon, Brent Adamson
Editore: Penguin Books Ltd, United Kingdom (2015)
ISBN 10: 0670922854 ISBN 13: 9780670922857
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Descrizione libro Penguin Books Ltd, United Kingdom, 2015. Paperback. Condizione libro: New. 230 x 152 mm. Language: English . Brand New Book. THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD 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. Codice libro della libreria APG9780670922857

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Descrizione libro Penguin. Condizione libro: New. 0670922854 This is an International Edition. Brand New, Paperback, Delivery within 6-14 business days, Similar Contents as U.S Edition, ISBN and Cover design may differ, printed in Black & White. Choose Expedited shipping for delivery within 3-8 business days. We do not ship to PO Box, APO , FPO Address. In some instances, subjects such as Management, Accounting, Finance may have different end chapter case studies and exercises. International Edition Textbooks may bear a label "Not for sale in the U.S. or Canada" and "Content may different from U.S. Edition" - printed only to discourage U.S. students from obtaining an affordable copy. The U.S. Supreme Court has asserted your right to purchase international editions, and ruled on this issue. Access code/CD is not provided with these editions , unless specified. We may ship the books from multiple warehouses across the globe, including India depending upon the availability of inventory storage. Customer satisfaction guaranteed. Codice libro della libreria NI9780670922857

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Descrizione libro Portfolio Penguin 2013-02-07, 2013. Condizione libro: New. Brand new book, sourced directly from publisher. Dispatch time is 24-48 hours from our warehouse. Book will be sent in robust, secure packaging to ensure it reaches you securely. Codice libro della libreria NU-GRD-04944017

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Descrizione libro 2013. Paperback. Condizione libro: New. 154mm x 238mm x 19mm. Paperback. 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?.Shipping may be from multiple locations in the US or from the UK, depending on stock availability. 240 pages. 0.300. Codice libro della libreria 9780670922857

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Descrizione libro Paperback. Condizione libro: New. This is an International Edition Brand New Paperback Same Title Author and Edition as listed. ISBN and Cover design differs. Similar Contents as U.S Edition. Standard Delivery within 6-14 business days ACROSS THE GLOBE. We can ship to PO Box address in US. We may ship the books from multiple warehouses across the globe including Asia depending upon the availability of inventory. Printed in English. Customer satisfaction guaranteed. Codice libro della libreria IS9780670922857

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Descrizione libro Portfolio Penguin, 2013. Condizione libro: New. 2013. Paperback. Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach. Num Pages: 240 pages, illustrations. BIC Classification: KJS. Category: (P) Professional & Vocational; (U) Tertiary Education (US: College). Dimension: 233 x 155 x 18. Weight in Grams: 320. . . . . . . Codice libro della libreria V9780670922857

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Dixon, Matthew, Adamson, Brent
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Descrizione libro Portfolio Penguin. Condizione libro: New. 2013. Paperback. Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach. Num Pages: 240 pages, illustrations. BIC Classification: KJS. Category: (P) Professional & Vocational; (U) Tertiary Education (US: College). Dimension: 233 x 155 x 18. Weight in Grams: 320. . . . . . Books ship from the US and Ireland. Codice libro della libreria V9780670922857

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