The Challenger Sale Taking Control of the Customer Conversation

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  • Format: Hardcover
  • Copyright: 2011-11-10
  • Publisher: Portfolio Hardcover

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The best sales people don't build customers-they challenge them. Based on a quantitative study of more than 6,000 sales reps in multiple industries and geographies, The Challenger Saleargues that classic relationship building isn't enough, especially when it comes to selling complex, large-scale solutions. It turns out every sales rep in the world falls into one of five distinct profiles: the hard worker, the problem solver, the challenger, the relationship builder, and the lone wolf. While most of these reps can deliver average sales performance, only one-the challenger- consistently outperforms the others. The authors' research shows that customers will reward suppliers who can deliver a new perspective during the sales process and reframe their expectations. The book explains how to deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Author Biography

Matthew Dixon is a managing director and Brent Adamson is a senior director with Corporate Executive Board's Sales Executive Council in Washington, D.C.

About Corporate Executive Board
By identifying and building on the proven best practices of the world's best companies, Corporate Executive Board (CEB) helps senior executives and their teams drive corporate performance. CEB tools, insights, and analysis empower clients to focus efforts, move quickly, and address emerging and enduring business challenges with confidence.

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Table of Contents

Forewordp. ix
Introduction: A Surprising Look into the Futurep. 1
The Evolving Journey of Solution Sellingp. 5
The Challenger (Part 1): A New Model for High Performancep. 14
The Challenger (Part 2): Exporting the Model to the Corep. 30
Teaching for Differentiation (Part 1): Why Insight Mattersp. 44
Teaching for Differentiation (Part 2): How to Build Insight-Led Conversationsp. 65
Tailoring for Resonancep. 101
Taking Control of the Salep. 119
The Manager and the Challenger Selling Modelp. 140
Implementation Lessons from the Early Adoptersp. 170
Challenging Beyond Salesp. 187
Acknowledgmentsp. 197
Challenger Coaching Guide (excerpt)p. 205
Selling Style Self-Diagnosticp. 208
Challenger Hiring Guide: Key Questions to Ask in the Interviewp. 210
Indexp. 215
Table of Contents provided by Ingram. All Rights Reserved.

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