The Challenger Sale: Taking Control of the Customer Conversation

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The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon

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Publisher: Portfolio

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ISBN - 10:1591844355

ISBN - 13:9781591844358

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From the Publisher

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.

Used books: 15 more copies of this item are available

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon Brent Adamson

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Format: Hardcover

Publisher: Portfolio Hardcover

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Connecting readers with great books since 1972. Used books may not include companion materials, some shelf wear, may contain highlighting/notes, and may not include cd-rom or access codes. Customer service is our top priority!

$18.16

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon Brent Adamson

Delivered in 3-5 weeks

Condition:

Format: Hardcover

Publisher: Portfolio Hardcover

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Connecting readers with great books since 1972. Used books may not include companion materials, some shelf wear, may contain highlighting/notes, and may not include cd-rom or access codes. Customer service is our top priority!

$18.16

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Brent Adamson Matthew Dixon

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Format: Hardcover

Publisher: Portfolio Hardcover

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Connecting readers with great books since 1972. Used books may not include companion materials, some shelf wear, may contain highlighting/notes, may not include cdrom or access codes. Customer service is our top priority!

$19.67

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon Brent Adamson

Delivered in 3-5 weeks

Condition:

Format: Hardcover

Publisher: Portfolio Hardcover

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Connecting readers with great books since 1972. Used books may not include companion materials, some shelf wear, may contain highlighting/notes, and may not include cd-rom or access codes. Customer service is our top priority!

$23.23

Challenger Sale, the Taking Control of the Customer Conversation

Challenger Sale, the Taking Control of the Customer Conversation

by Dixon & Adamson

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Format: Hardcover

Publisher: Portfolio

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Hardcover-9781591844358 [DIXON & ADAMSON] CHALLENGER SALE, THE TAKING CONTROL OF THE CUSTOMER CONVERSATION.

$23.23

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon Brent Adamson

Delivered in 3-5 weeks

Condition:

Format: Hardcover

Publisher: Portfolio Hardcover

Seller Comments:

Connecting readers with great books since 1972. Used books may not include companion materials, some shelf wear, may contain highlighting/notes, and may not include cd-rom or access codes. Customer service is our top priority!

$23.24

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon Brent Adamson

Delivered in 3-5 weeks

Condition:

Format: Hardcover

Publisher: Portfolio Hardcover

Seller Comments:

Connecting readers with great books since 1972. Used books may not include companion materials, some shelf wear, may contain highlighting/notes, and may not include cd-rom or access codes. Customer service is our top priority!

$23.24

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon Brent Adamson

Delivered in 3-5 weeks

Condition:

Format: Hardcover

Publisher: Portfolio

Seller Comments:

Connecting readers with great books since 1972. Used books may not include companion materials, some shelf wear, may contain highlighting/notes, and may not include cd-rom or access codes. Customer service is our top priority!

$23.24

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon Brent Adamson

Delivered in 3-5 weeks

Condition:

Format: Hardcover

Publisher: Portfolio Hardcover

Seller Comments:

Connecting readers with great books since 1972. Used books may not include companion materials, some shelf wear, may contain highlighting/notes, and may not include cd-rom or access codes. Customer service is our top priority!

$23.24

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Brent Matthew; Adamson Dixon

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Format: Hardcover

Publisher: Portfolio

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1591844355 Light shelfwear, otherwise as new. Book was donated to Friends of the Omaha Public Library.

$23.25

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Brent Matthew; Adamson Dixon

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Format: Hardcover

Publisher: Portfolio Hardcover

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1591844355 Your purchase benefits those with developmental disabilities to live a better quality of life. YOUR PURCHASE BENEFITS THOSE WITH DEVELOPMENTAL DISABILITIES TO LIVE A BETTER QUALITY OF LIFE. Corners and edges have some wear, has highlighting, Dj has wear/tear.

$29.55

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon

Delivered in 3-5 weeks

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Format: Hard cover

Publisher: Portfolio

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Sewn binding. Cloth over boards. 240 p.

$32.14

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon

Delivered in 3-5 weeks

Condition:

Format: Hard cover

Publisher: Portfolio

Seller Comments:

Sewn binding. Cloth over boards. 240 p.

$35.16

The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale: Taking Control of the Customer Conversation

by Matthew Dixon

Delivered in 3-5 weeks

Condition:

Format: Hard cover

Publisher: Portfolio

Seller Comments:

Sewn binding. Cloth over boards. 240 p.

$46.60

The Challenger Sale

The Challenger Sale

by Brent Matthew/ Adamson Dixon

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Format: HARDCOVER

Publisher: Portfolio Penguin

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BRAND NEW BOOK! Shipped within 24-48 hours. Normal delivery time is 5-12 days.

$49.96