The Challenger Sale
Book description
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. And what they discovered may be the biggest…
Why read it?
2 authors picked The Challenger Sale as one of their favorite books. Why do they recommend it?
How important are customer relationships to sales success? This book really (no pun intended) challenged my thinking. It argues that the classic relationship-building approach that so many salespeople employ to win favor with their customers is flawed.
The research behind this book identified five distinct profiles that all salespeople fall into. What fascinated me was that only one of them, the Challenger, consistently delivered high performance. I have always been a strong advocate of finding out what the very best performers did and replicating it, so I devoured the research in this book.
It changed the way that I presented…
From Simon's list on sell ethically and effectively.
I recommend this book because it gives the seller the courage to challenge the customer's thoughts. I like how Brent describes the seller as the expert, and as experts, we need to make the right recommendations to our customers that will help them achieve their goals. It flips the sales process upside down, and you can start selling as an advisor, as opposed to a vendor. Very inspirational!
From Nico's list on sales fundamentals.
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