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Item Details
Title: THE CHALLENGER SALE
HOW TO TAKE CONTROL OF THE CUSTOMER CONVERSATION
By: Brent Adamson, Matthew Dixon
Format: Paperback

List price: £14.99
Our price: £10.94
Discount:
27% off
You save: £4.05
ISBN 10: 0670922854
ISBN 13: 9780670922857
Availability: Usually dispatched within 1-2 days.
 Delivery rates
Stock: Currently 89 available
Publisher: PENGUIN BOOKS LTD
Pub. date: 1 February, 2013
Pages: 240
Description: Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach.
Synopsis: THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLDIn The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge themWhat'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.comwww.thechallengersale.com
Publication: UK
Imprint: Portfolio Penguin
Returns: Returnable
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