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Digital List Price:    594.00
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The Challenger Sale: How To Take Control of the Customer Conversation by [Dixon, Matthew, Brent  Adamson]
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The Challenger Sale: How To Take Control of the Customer Conversation Kindle Edition

4.5 out of 5 stars 11 customer reviews

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Length: 225 pages Word Wise: Enabled Enhanced Typesetting: Enabled
Page Flip: Enabled Language: English

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Product description

Review

The most important advance in selling for many years. (Neil Rackham, author of SPIN Selling)

Product Description

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.



www.executiveboard.com




Product details

  • Format: Kindle Edition
  • File Size: 5851 KB
  • Print Length: 225 pages
  • Publisher: Portfolio Penguin (1 October 2012)
  • Sold by: Amazon Asia-Pacific Holdings Private Limited
  • Language: English
  • ASIN: B009AG6YLY
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Enhanced Typesetting: Enabled
  • Average Customer Review: 4.5 out of 5 stars 11 customer reviews
  • Amazon Bestsellers Rank: #32,670 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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