The Challenger Sale
Taking Control of the Customer Conversation
(Sprache: Englisch)
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 Sale" argues that classic relationship building isn't enough, especially...
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Klappentext zu „The Challenger Sale “
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 Sale" argues 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.
Autoren-Porträt von Matthew Dixon, Brent Adamson
Matthew Dixon
Bibliographische Angaben
- Autoren: Matthew Dixon , Brent Adamson
- 2011, 240 Seiten, Masse: 16,1 x 23,6 cm, Gebunden, Englisch
- Verlag: Portfolio
- ISBN-10: 1591844355
- ISBN-13: 9781591844358
- Erscheinungsdatum: 10.02.2020
Sprache:
Englisch
Rezension zu „The Challenger Sale “
The most important advance in selling for many years. Neil Rackham, author of SPIN Selling The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery. Dan James, former chief sales officer, DuPont
Pressezitat
The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the profession. These breakthroughs, marked by radical new thinking and dramatic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did. Professor Neil Rackham, author of SPIN Selling, from the foreword The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery.
Dan James, former chief sales officer, DuPont
This is a must-read book for every sales professional. The authors groundbreaking research explains how the rules for selling have changed and what to do about it. If you don t want to be left behind, don t miss this innovative book that provides the new formula for selling success.
Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing
Groundbreaking, timely, and disciplined research presented in a way that is both intuitive and completely actionable that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment.
Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services
The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of
... mehr
the customer.
Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals
There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read.
Tom Meek, vice president, sales, Henkel Adhesives Technologies
Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals
There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read.
Tom Meek, vice president, sales, Henkel Adhesives Technologies
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