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

THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD

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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide.

Their conclusion? The best salespeople don’t just build relationships with customers. They challenge them.

Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there.
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‘If you wish to become a better sales person, buy and read this book and when you have finished buy The Challenger Customer and read that!’ Amazon Reader Review

‘Read it, think about it, implement it. You, and your organization, will be glad you did’ Professor Neil Rackham, author of SPIN Selling

From the Publisher

The International Bestseller: Over 500,000 copies sold.

The classic relationship-building model is the wrong approach to sales. 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.

About the Authors

BRENT ADAMSON is a managing director in the Sales and Marketing Practice of CEB. He is a coauthor of The Challenger Sale and a frequent contributor to the Harvard Business Review. MATTHEW DIXON is executive director of the Financial Services and Customer Contact Practices of CEB. He is a coauthor of both The Challenger Sale and The Effortless Experience and is a frequent contributor to the Harvard Business Review. CEB is the leading member-based advisory company. By combining the best practices of thousands of member companies with its advanced research methodologies and human capital analytics, CEB equips senior leaders, and their teams with insight and actionable solutions to transform operations.

ASIN ‏ : ‎ 0670922854
Publisher ‏ : ‎ Portfolio Penguin
Publication date ‏ : ‎ 7 Feb. 2013
Language ‏ : ‎ English
Print length ‏ : ‎ 240 pages
ISBN-10 ‏ : ‎ 9780670922857
ISBN-13 ‏ : ‎ 978-0670922857
Item weight ‏ : ‎ 299 g
Dimensions ‏ : ‎ 15.2 x 1.8 x 23.2 cm