EAN: 9781591844358

THE CHALLENGER SALE - MATTHEW DIXON BRENT ADAMS...

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.

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