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The Challenger Sale

Taking Control of the Customer Conversation
Durée : 5 h et 43 min
Catégories : Anglais - Business, Sales
4 out of 5 stars (1 notation)

Prix : 18,86 €

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Description

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.

©2011 Matthew Dixon (P)2019 Penguin Audio

Critiques

“The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the profession. These breakthroughs, marked by radical new thinking and dra­matic improvements in sales results, have been rare.... Which brings me to The Challenger Sale and the work of the Sales Executive Council.... On the face of it, their research has all the initial signs that it may be game-changing.... My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did.” (Professor Neil Rackham, author of SPIN Selling, from the foreword)

“The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery.” (Dan James, former chief sales officer, DuPont)

“This is a must-read book for every sales professional. The authors’ groundbreak­ing research explains how the rules for selling have changed - and what to do about it. If you don’t want to be left behind, don’t miss this innovative book that provides the new formula for selling success.” (Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing)

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Notations

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  • Global
    3 out of 5 stars
  • Performance
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    2 out of 5 stars
Image de profile pour Elias Karráa
  • Elias Karráa
  • 11/08/2019

Bellow average book

Books about sales are never filled with ground breaking discoveries or filled with tactics that people who do sales wouldn't know. Sales books are made to remind you of techniques and motivate you for the time when you face the customer.

This book, however, is less filled with knowledge than an average book and when listening to it I thought I was listening to a commercial promoting writers further services. Most valuable content of the book could be finished in less than 30 mins of reading...

1 sur 1 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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Image de profile pour Jim M.
  • Jim M.
  • 14/10/2019

Spot-on Effective Selling Analysis and Help

After 30+ years in retail and wholesale marketing, I can confidently say The CHALLENGER SALE concisely cuts to the core issues of success in complex, sophisticated selling situations. It is backed up with immense amounts of research that dispels the notion that "good salespeople are naturally that way by virtue of their personality". But even so, this book RAPIDLY translated otherwise illusive concepts into actionable self-awareness and impactful "course corrections". It impacted my approach better than any other marketing/sales training program I have experienced before it. There are other tools to help with business plan, time management and the like. This really zeroes in on selling psychology for both target customer and marketer/salesperson. Want to move yourself, (or your sales team) from the middle 60% of performers to the top 20% winners or even from the bottom 20% "lost" into the middle 60%? This is for you!

I wish I had picked this up a couple of years ago when I first learned of it and had embraced it when I was managing marketers and strategic relationships. I wish I had this arrow in my quiver 30 years ago when I began my career in the field. It's the right "hammer" for both leaders and troops in the field.

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    4 out of 5 stars
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  • db
  • 27/09/2019

Like the approach. Teaching geared to large firms.

Good approach and has helped with landing deals. A lot of their recommendations and discussions are around large businesses. The rep working in a start-up or medium size firm will not have help from all the divisions.

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    5 out of 5 stars
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  • Amazon Customer
  • 22/09/2019

Fantastic! "Reframing" top sales performance.

This book will improve your personal sales approach or at the very least reorganize your thoughts about what it should be.

  • Global
    3 out of 5 stars
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  • Anonymous User
  • 30/08/2019

Voice pretty boring

Interesting book but it is sometimes difficult to keep focus, the tone of the voice is boring, lacks energy.