The Challenger Sale

  • by Matthew Dixon, Brent Adamson
  • Narrated by Matthew Dixon, Brent Adamson
  • 5 hrs and 43 mins
  • Unabridged Audiobook

Publisher's Summary

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. The best salespeople don't just build relationships with customers. They challenge them. 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.
What they discovered may be the biggest shock to conventional sales wisdom in decades. 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. 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. 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 things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

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What the Critics Say

"The most important advance in selling for many years." (Neil Rackham, author of SPIN Selling)

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Customer Reviews

Most Helpful

now I know why!

great book. Simon is also a great narrator. would recommend this to anyone who really wants to understand why people are loyal to certain brands or people.
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- bunny001

For business to business selling

For B2B selling - this needs to be made very clear - not as relevant for other sales scenarios
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- JedHoll

Book Details

  • Release Date: 08-07-2015
  • Publisher: Gildan Media, LLC