The Challenger Sale by Matthew Dixon

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  • Title: The Challenger Sale
  • Author: Matthew Dixon
  • Category: Business
  • Date: November 2011
  • Lenguage: English
  • Pages: unknown
  • ISBN: 9781101545898

 

Ebook description:

What’s the key to gross sales success? If you are like most enterprise leaders, you’d say it is basically about relationships-and you would be improper. The finest salespeople do not simply construct relationships with prospects. They problem them. The want to grasp what top-performing reps are doing that their common performing colleagues will not be drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to analyze the abilities, behaviors, information, and attitudes that matter most for prime efficiency. And what they found often is the greatest shock to standard gross sales knowledge in a long time. Based on an exhaustive examine of hundreds of gross sales reps throughout a number of industries and geographies, The Challenger Sale argues that basic relationship constructing is a dropping method, particularly in the case of promoting complicated, large-scale business-to-business options. The authors’ examine discovered that each gross sales rep on the earth falls into one among 5 distinct profiles, and whereas all of all these reps can ship common gross sales efficiency, solely one-the Challenger- delivers persistently excessive efficiency. Instead of bludgeoning prospects with countless information and options about their firm and merchandise, Challengers method prospects with distinctive insights about how they’ll save or generate income. They tailor their gross sales message to the client’s particular wants and goals. Rather than acquiescing to the client’s each demand or objection, they’re assertive, pushing again when mandatory and taking management of the sale. The issues that make Challengers distinctive are replicable and teachable to the typical gross sales rep. Once you perceive find out how to determine the Challengers in your group, you’ll be able to mannequin their method and embed it all through your gross sales pressure. The authors clarify how nearly any average-performing rep, as soon as geared up with the best instruments, can efficiently reframe prospects’ expectations and ship a particular buy expertise that drives larger ranges of buyer loyalty and, finally, better progress

 

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