Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force.
The things that make Challengers unique are replicable and teachable to the average sales rep. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. A problem of modern sales is that customers are becoming more cautious and consequently complex in their buying. 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 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. And what they discovered may be the biggest shock to conventional sales wisdom in decades.īased 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. Companies devote untold time and resources trying to dazzle customers. Now they've turned to a new vital business subject - customer loyalty - with a book that turns conventional wisdom on its head. 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. In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted longstanding myths about sales.
Listen online or offline with Android, iOS, web, Chromecast, and Google Assistant. Get instant access to all your favorite books. Narrated by Matthew Dixon and Brent Adamson. The best salespeople don't just build relationships with customers. The Challenger Sale: Taking Control of the Customer Conversation audiobook written by Matthew Dixon, Brent Adamson. 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.