The Challenger Sale: Taking Control of the Customer Conversation - Hardcover

Adamson, Matthew Dixon And Brent

Hardcover

ISBN 10: 1591844355 ISBN 13: 9781591844358

Verlag: Portfolio Penguin, 2012

Inhaltsangabe

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.

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Über die Autorin bzw. den Autor

Matthew Dixon is a managing director and Brent Adamson is a senior director with sales and marketing practice of The Corporate Executive Board Company.

Von der hinteren Coverseite

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, this title argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions.

Details zur Ausgabe

• Verlag: Portfolio Penguin
• Erscheinungsdatum: 2012
• Sprache: Englisch
• ISBN 10: 1591844355
• ISBN 13: 9781591844358
• Einband: Gebundene Ausgabe
• Anzahl der Seiten: 256
• Kontakt zum Hersteller: Van Ditmar Boeken, VDB Sales; sales@vanditmar.nl; ; Hondiuslaan 44; Utrecht; 3528 AB; Niederlande