Download The Challenger Sale: Taking Control of the Customer Conversation AudioBook Free
What's the secret to sales success? If you are like most business leaders, you'd say it's fundamentally about romantic relationships - and you'd be wrong. The very best salespeople don't just build romantic relationships with customers. They concern them.The need to know very well what top-performing reps are doing that their average accomplishing colleagues are not drove Matthew Dixon, Brent Adamson, and their acquaintances at Corporate Exec Board to research the skills, actions, knowledge, and attitudes that subject most for powerful. And what they learned may be the largest shock to standard sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that traditional marriage building is a getting rid of approach, especially when it involves selling complicated, large-scale business-to-business solutions. The authors' study found that every merchant in the world comes into one of five unique profiles, and while all of these kinds of reps can deliver average sales performance, only one-the Challenger- gives consistently powerful.Rather than bludgeoning customers with limitless facts and features about their company and products, Challengers deal with customers with original insights about how they can save or earn a living. They tailor their sales note to the customer's specific needs and goals. Instead of acquiescing to the customer's every demand or objection, they can be assertive, pushing back when necessary and taking control of the deal. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to recognize the Challengers in your company, you can model their strategy and embed it throughout your sales team. The authors describe how nearly every average-performing rep, once prepared with the right tools, can effectively reframe customers' targets and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
