Challenger Sale : Taking Control of the
Author: Matthew Dixon
Price: Rs. 949.00 • ✓ 100% Genuine Publisher Edition
Book Overview
About This BookWhat'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. The best salespeople don't just build relationships with customers. They challenge them. Matthew Dixon, Brent Adamson and their colleagues at Corporate Executive Board have studied what determines the performance of thousands of sales reps worldwide and what they discovered may be the biggest shock to conventional sales wisdom in decades. 'The Challenger Sale' argues that classic relationship building is a losing approach. 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. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are teachable to the average sales rep. Once you understand how to identify Challengers, you can model their approach and embed it throughout your sales force. The authors explain how almost any average rep, equipped with the right tools, can drive higher levels of customer loyalty and ultimately, greater growth. Read moreBook DetailsAuthor: Matthew DixonPublisher: Portfolio (7 March 2013); Penguin Random House Ireland Limited; productsafety@penguin.co.ukFormat: Paperback – 7 March 2013Language: EnglishPages: 240ISBN: 978-0670922857Dimensions: 15.2 x 1.8 x 23.4 cmWeight: 299 g
Browse this title within our Social Sciences and Education collection. Edition details: Paperback – 7 March 2013, English.
Book Specifications & Quick Facts
- Reading Level
- Students & Academic Researchers
- Language & Format
- English • Paperback – 7 March 2013
- ISBN Reference
- Available on request
- Publisher
- Portfolio (7 March 2013); Penguin Random House Ireland Limited; productsafety@penguin.co.uk
- Pan-India Delivery
- Dispatches in 24–48 Hours across India
What is this book about?
About This BookWhat'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. The best salespeople don't just build relationships with customers. They challenge them. Matthew Dixon, Brent Adamson and their colleagues at...
Who should read this book?
Essential reading for students, entrepreneurs, and curious minds seeking practical life insights, productivity principles, and deeper intellectual perspectives.
Why Readers Pick This Edition
- You’ll love this book because it flips traditional sales wisdom on its head and gives you a clear, practical way to win in complex, competitive markets. Instead of vague motivation, you get research-backed insights drawn from thousands of real sales reps. You’ll learn how to teach customers something new, tailor your message for impact, and confidently take control of tough conversations. If you want smarter deals, shorter sales cycles, and lasting influence, this book gives you tools you can use immediately.
- Published by Portfolio (7 March 2013); Penguin Random House Ireland Limited; productsafety@penguin.co.uk.
- Language: English.
Catalog Description
About This BookWhat'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. The best salespeople don't just build relationships with customers. They challenge them. Matthew Dixon, Brent Adamson and their colleagues at Corporate Executive Board have studied what determines the performance of thousands of sales reps worldwide and what they discovered may be the biggest shock to conventional sales wisdom in decades. 'The Challenger Sale' argues that classic relationship building is a losing approach. Every sales rep in the world falls into one of five distinct profiles and while all of these types of reps can...
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