The best sales people don't just build relationships with people. They Challenge them! A brand new book from Corporate Executive Board uses research to confront traditional sales wisdom.
In a world of hesitant, risk-averse, empowered customers, what sales approach consistently wins?
To find out, Corporate Executive Board surveyed over 6,000 sales reps across geographies and industries. The research revealed that sales reps fall into one of five profiles:
1.The Hard Worker
2.The Problem Solver
4.The Relationship Builder
5.The Lone Wolf
Each profile can turn in average performance, but only one consistently outperforms – the Challenger.
In 'The Challenger Sale', Matthew Dixon and Brent Adamson show how this critical finding has turned conventional wisdom on its head. While most companies focus on building customer relationships, the best focus on pushing customers’ thinking, introducing new solutions to their problems and illuminating problems customers overlook. That is, they challenge their customers.
The Professor of Professional Selling and author of SPIN selling, Neil Rackham, wrote the foreword to 'The Challenger Sale'.
'The Challenger Sale' is essential reading for any business leader, sales manager or rep. It explains why Challengers win and, more importantly, how companies can build the Challengers they need to drive customer loyalty and higher growth.Created on 3 November 2011