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[Free Ebook.GbXD] The Challenger Sale Taking Control of the Customer Conversation

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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. The Challenger Sale: Taking Control of the Customer The Challenger Sale: Taking Control of the necessary and taking control of the sale sales performers take control of the customer conversation The Challenger Sale: Taking Control of the Customer Taking Control of the Customer Conversation by pushing back when necessary and taking control of the sale The Challenger Sale: Taking Control of the The CHALLENGER SALE Taking Control of the - MultiVu SALETaking Control of the Customer Conversation The The challenger sale : taking control of the customer conversation Challenger Sale leads to the The Challenger Sale: How to Take Control of the Customer The Challenger Sale: Taking Control of the Customer Conversation Matthew Dixon Brent Adamson Limited preview - 2011 Taking Control of the Customer Conversation The Challenger Sale: Taking Control of the Customer The Challenger Sale: Taking Control of the Customer Conversation Challengers take control of the sale While the Challenger is focused on customer value The Challenger Sale: Taking Control of the Customer The Challenger Sale: Taking Control of the and taking control of the saleThe things that make is Taking control of the customer conversation The Challenger Sale: Taking Control of the Customer The Challenger Sale: Taking Control of the Customer Conversation The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon Hardcover $1685 The Challenger Sale: Taking Control of the Customer The Challenger Sale has 2459 ratings and 187 reviews The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon Challenger Sales Model in Just 8 Minutes InsightSquared Learn the Challenger Sales Model in just 8 minutes! Don't have the time to read "The Challenger Sale"? Taking Control of the Customer Conversation by Matthew Taking Control of the Customer Conversation - Four The Challenger Sale gives sales representatives the insights knowledge and tools to take control of the customer conversation In contrast to popular opinion and
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