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. ...
Read More
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.
Read Less
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $0.99, good condition, Sold by Zoom Books East rated 5.0 out of 5 stars, ships from Glendale Heights, IL, UNITED STATES, published 2013 by Penguin.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Book is in good condition and may include underlining highlighting and minimal wear. The book can also include From the library of labels. May not contain miscellaneous items toys dvds etc. We offer 100% money back guarantee and 24 7 customer service.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $0.99, good condition, Sold by Greenworld Books rated 5.0 out of 5 stars, ships from Arlington, TX, UNITED STATES, published 2013 by Penguin Books Ltd.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Good condition book with a firm cover and clean readable pages. Shows normal use including some light wear or limited notes highlighting yet remains a dependable copy overall. Supplemental items like CDs or access codes may not be included.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $0.99, good condition, Sold by Dream Books Co. rated 5.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 2011 by Portfolio.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $0.99, good condition, Sold by Goodwill of Greater Milwaukee rated 5.0 out of 5 stars, ships from Milwaukee, WI, UNITED STATES, published 2011 by Portfolio.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
The cover has visible markings and wear. There is a crease or fold on the cover. The dust jacket is in rough shape shows significant wear. The pages show normal wear and tear. The item is in Good Condition shows normal wear and tear. Codes or product keys that accompany this product may not be valid. Fast Shipping in a Standard Poly Mailer!
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $0.99, good condition, Sold by Greenworld Books rated 5.0 out of 5 stars, ships from Arlington, TX, UNITED STATES, published 2011 by Portfolio.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Good condition book with a firm cover and clean readable pages. Shows normal use including some light wear or limited notes highlighting yet remains a dependable copy overall. Supplemental items like CDs or access codes may not be included.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $0.99, fair condition, Sold by Goodwill rated 5.0 out of 5 stars, ships from Brooklyn Park, MN, UNITED STATES, published 2013 by Penguin Books Ltd.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Fair. All pages and the cover are intact but shrink wrap dust covers or boxed set case may be missing. Pages may include limited notes highlighting or minor water damage but the text is readable. Item may be missing bundled media.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $0.99, fair condition, Sold by Dream Books Co. rated 5.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 2011 by Portfolio.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Fair. This copy has clearly been enjoyed-expect noticeable shelf wear and some minor creases to the cover. Binding is strong and all pages are legible. May contain previous library markings or stamps.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $0.99, fair condition, Sold by Goodwill of Greater Milwaukee rated 5.0 out of 5 stars, ships from Milwaukee, WI, UNITED STATES, published 2011 by Portfolio.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Fair. The cover has visible markings and wear. The dust jacket shows normal wear and tear. The pages show normal wear and tear. The book has pages that are folded or dog eared at the corners. Codes or product keys that accompany this product may not be valid. Fast Shipping in a Standard Poly Mailer!
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $0.99, good condition, Sold by Zoom Books Company rated 4.0 out of 5 stars, ships from Lynden, WA, UNITED STATES, published 2013 by Penguin.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Book is in very good condition and may include minimal underlining highlighting. The book can also include From the library of labels. May not contain miscellaneous items toys dvds etc. We offer 100% money back guarantee and 24 7 customer service.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $0.99, fair condition, Sold by Zoom Books Company rated 4.0 out of 5 stars, ships from Lynden, WA, UNITED STATES, published 2013 by Penguin.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Fair. Book is in acceptable condition and shows signs of wear. Book may also include underlining highlighting. The book can also include From the library of labels. May not contain miscellaneous items toys dvds etc. We offer 100% money back guarantee and 24 7 customer service.
