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The Challenger Sale: How To Take Control of the Customer Conversation |  |
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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.
www.executiveboard.com
www.thechallengersale.com
The most important advance in selling for many years. (Neil Rackham, author of SPIN Selling)
作者简介Matthew Dixon and Brent Adamson are managing directors with CEB in Washington, D.C.
网友对The Challenger Sale: How To Take Control of the Customer Conversation的评论
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it is very amazing to think about the sales activity after reading this book, it described a new stand point to see your customer, and your sales force. worthy reading.
又快又好！完全符合要求，超出预期！
好书，喜欢。能有不少启发！！！
This was required reading for a job and now I know why management is clueless. I've been selling enterprise software for 20 years and guess what, I've done very well because I haven't followed crap like this book teaches. The methodology in this book is pure manipulation. You'll learn to first say an agreeable statement, then drop an oh crap scenario on the customer, then say what if i could give you the holy grail, then take them to the top of the world by becoming their savior and they'll buy your widget...geez. That's the premise of this book. Save your money and take my free advice and you'll have success. Be yourself, be genuine, be real, try and have fun and find interest in what you represent. Note, I said represent and not sell. Most importantly, be honest and don't try to sell. Some of my largest seven figure deals were completed by doing the opposite of crap in this book. People like buying from people they like.
This audio book was not at all what I was looking for. Instead of providing insights that help sales reps take control of the conversation it ironically seems written for sales managers to take control away from reps by training all to fit the challenger model. Very tedious. I had to work hard to mine a few useful nuggets.
Awful. Maddeningly poorly written. Very repetitious. Reads like it is just a regurgitation of lecture notes from a consultant seminar. Makes me think the entire book is a challenger sale to get managers to buy the author's services
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