The challenger sale: taking control of the customer conversation number of pages

#The challenger sale: taking control of the customer conversation number of pages how to#

Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. They tailor their sales message to the customer's specific needs and objectives. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. THE INTERNATIONAL BESTSELLER: OVER HALF A.

#The challenger sale: taking control of the customer conversation number of pages how to#

The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one - the Challenger - delivers consistently high performance. Challenger Sale: How To Take Control of the Customer Conversation - Matthew Dixon, Brent Adamson.El. fifteen years (see figure 1.1 on page 7). The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson 9781591844358,Buy new & second-hand (used) books. Created by Neil Rackham and referenced in books like The Challenger Sale: Taking Control of the Customer Conversation, it combines education with customer service. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. How To Take Control of the Customer Conversation Matthew Dixon, Brent Adamson. SPIN stands for situation, problem, implication, and needs payoff. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. Find out how much your current vehicle is worth from the independent Kelley Blue Book (KBB).