Matthew Dixon,Brent Adamson,: The Challenger Sale : How to Take Control of the Customer Conversation

The Challenger Sale : How to Take Control of the Customer Conversation


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.

This book will help you to learn Spanish - or the Spanish guitar - faster. This book will give an athlete the edge to turn Silver into Gold. This book will give any child the chance to perform better in exams. Full stop. How We Learn is a landmark book that shakes up everything we thought we knew about how the brain absorbs and retains information. Filled with powerful - and often thrillingly counter-intuitive - wisdom, stories and practical tips, it gets to the very heart of the learning process; and gives us the keys The Challenger Sale : How to Take Control of the Customer Conversation download book to reach our very fullest potential in every walk of life. 'This book is a revelation. I feel as if I've owned a brain for 54 years and only now discovered the operating manual ...Benedict Carey serves up fascinating, surprising and valuable discoveries with clarity, wit, and heart.' Mary Roach, bestselling author of Stiff 'Whether you struggle to remember a client's name, aspire to learn a new language, or are a student battling to prepare for the next test, this book is a must. I know of no other source that pulls together so much of what we know about the science of memory, and couples it with practical, practicable advice.' Daniel T.

Author: Matthew Dixon,Brent Adamson,
Number of Pages: 240 pages
Published Date: 12 Mar 2015
Publisher: Penguin Books Ltd
Publication Country: London, United Kingdom
Language: English
ISBN: 9780670922857
Download Link: Click Here


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