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. ...
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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.
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Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $5.56, very good condition, Sold by Brit Books rated 4.0 out of 5 stars, ships from Milton Keynes, BUCKINGHAMSHIRE, UNITED KINGDOM, published 2013 by Portfolio Penguin.
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Very good. Simply Brit – welcome to our online used book store, where affordability meets great quality. Dive into a world of captivating reads without breaking the bank. We take pride in offering a wide selection of used books, from classics to hidden gems, ensuring there's something for every literary palate. All orders are shipped within 24 hours and our lightning fast-delivery within 48 hours coupled with our prompt customer service ensures a smooth journey from ordering to delivery. Discover the joy of reading with us, your trusted source for affordable books that do not compromise on quality.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $7.10, very good condition, Sold by Greener Books rated 4.0 out of 5 stars, ships from London, UNITED KINGDOM, published 2013 by Portfolio Penguin.
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Very good. **SHIPPED FROM UK** We believe you will be completely satisfied with our quick and reliable service. All orders are dispatched as swiftly as possible! Buy with confidence! Greener Books.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $7.41, very good condition, Sold by Greener Books rated 4.0 out of 5 stars, ships from London, UNITED KINGDOM, published 2012 by Portfolio Penguin.
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Very good. **SHIPPED FROM UK** We believe you will be completely satisfied with our quick and reliable service. All orders are dispatched as swiftly as possible! Buy with confidence! Greener Books.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $7.99, good condition, Sold by Zoom Books Company rated 4.0 out of 5 stars, ships from Lynden, WA, UNITED STATES, published 2013 by Penguin.
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Book is in very good condition and may include minimal underlining highlighting. The book can also include From the library of labels. May not contain miscellaneous items toys dvds etc. We offer 100% money back guarantee and 24 7 customer service.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $7.99, good condition, Sold by Zoom Books Company rated 4.0 out of 5 stars, ships from Lynden, WA, UNITED STATES, published 2011 by Portfolio.
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Book is in good condition and may include underlining highlighting and minimal wear. The book can also include From the library of labels. May not contain miscellaneous items toys dvds etc. We offer 100% money back guarantee and 24 7 customer service.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $7.99, good condition, Sold by Zoom Books East rated 4.0 out of 5 stars, ships from Glendale Heights, IL, UNITED STATES, published 2011 by Portfolio.
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Book is in good condition and may include underlining highlighting and minimal wear. The book can also include From the library of labels. May not contain miscellaneous items toys dvds etc. We offer 100% money back guarantee and 24 7 customer service.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $7.99, fair condition, Sold by ZBK Books rated 4.0 out of 5 stars, ships from Woodland Park, NJ, UNITED STATES, published 2013 by Penguin.
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Fair. Used book-May contain writing notes highlighting bends or folds. Text is readable book is clean and pages and cover mostly intact. May show normal wear and tear. Item may be missing CD. May include library marks. Fast Shipping.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $7.99, fair condition, Sold by Dream Books Co. rated 4.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 2011 by Portfolio.
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Fair. This copy has clearly been enjoyed-expect noticeable shelf wear and some minor creases to the cover. Binding is strong and all pages are legible. May contain previous library markings or stamps.
Add this copy of The Challenger Sale: Taking Control of the Customer to cart. $8.12, good condition, Sold by Goodwill of Greater Milwaukee rated 5.0 out of 5 stars, ships from Milwaukee, WI, UNITED STATES, published 2011 by Portfolio.
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The cover has visible markings and wear. There is a crease or fold on the cover. The dust jacket is in rough shape shows significant wear. The pages show normal wear and tear. The item is in Good Condition shows normal wear and tear. Codes or product keys that accompany this product may not be valid. Fast Shipping in a Standard Poly Mailer!
Add this copy of The Challenger Sale: Taking Cont to cart. $8.12, fair condition, Sold by Goodwill of Greater Milwaukee rated 5.0 out of 5 stars, ships from Milwaukee, WI, UNITED STATES, published 2011 by Portfolio.
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Fair. The cover has visible markings and wear. The dust jacket shows normal wear and tear. The pages show normal wear and tear. The book has pages that are folded or dog eared at the corners. Codes or product keys that accompany this product may not be valid. Fast Shipping in a Standard Poly Mailer!
