The Challenger Sale

This book PDF is perfect for those who love Business & Economics genre, written by Matthew Dixon and published by Penguin which was released on 10 November 2011 with total hardcover pages 240. You could read this book directly on your devices with pdf, epub and kindle format, check detail and related The Challenger Sale books below.

The Challenger Sale
Author : Matthew Dixon
File Size : 42,7 Mb
Publisher : Penguin
Language : English
Release Date : 10 November 2011
ISBN : 9781101545898
Pages : 240 pages
Get Book

The Challenger Sale by Matthew Dixon Book PDF 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. And 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. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. 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.

The Challenger Sale

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

Get Book
The Challenger Launch Decision

“An in-depth account of the events and personal actions which led to a great tragedy in the history of America’s space program.” —James D. Smith, former Solid Rocket Booster Chief, NASA, Marshall Space Flight Center When the Space Shuttle Challenger exploded on January 28, 1986, millions of Americans became bound together

Get Book
The Burning Blue

The untold story of a national trauma—NASA’s Challenger explosion—and what really happened to America’s Teacher in Space, illuminating the tragic cost of humanity setting its sight on the stars You’ve seen the pictures. You know what happened. Or do you? On January 28, 1986, NASA’s space

Get Book
The Challenger Space Shuttle Explosion

Discusses the Challenger space shuttle explosion, including information on the shuttle, the crew, and what went wrong.

Get Book
History Comics  The Challenger Disaster

Let this graphic novel be your time machine! In History Comics, the new nonfiction graphic novel series from First Second, the past comes alive! In History Comics: The Challenger Disaster, we turn the clock back to January 28, 1986. Seven astronauts boarded the space shuttle Challenger on what would be a routine

Get Book
Report of the Presidential Commission on the Space Shuttle Challenger Accident

Download or read online Report of the Presidential Commission on the Space Shuttle Challenger Accident written by DIANE Publishing Company,Southgate Publishers, published by DIANE Publishing which was released on 1995-07. Get Report of the Presidential Commission on the Space Shuttle Challenger Accident Books now! Available in PDF, ePub and

Get Book
The Challenger

The stakes are higher than ever in The Challenger, the second book in the Contender YA trilogy by the New York Times bestselling author of the Summoner series, Taran Matharu. The first battle is over, but the Game is just beginning... Cade Carter and his friends have survived the qualifying

Get Book
Challenger  An American Tragedy

The former launch commentator “offers a personal—and sometimes painful—look back at one of the darkest chapters in US human spaceflight” (Space.com). On January 28, 1986, the space shuttle Challenger launched from the Kennedy Space Center in Florida. Seventy-three seconds after launch, the fiery breach of a solid motor joint

Get Book