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...

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Telling Selling Gets a Book

I'm grateful this was not the first sales book I read - my career would have suffered.

The last part of the book contains a chapter that uses the Challenger method to push people to buy the program. Listen to that and you'll experience just how offputting this stuff can be to most people.

I think I once had a sales manager who read this because he always asserted he knew the clients business better then they did. He also 'tell sold' and chastised my search for the best questions to ask. The only leads they closed were inbound who were ready to buy. Their outbound leads never went anywhere. I don't find this surprising one bit.

So why does this weird book even exist? I think it stemmed from people trying to sell stuff no one wanted or needed. They got desperate, and in a fit of rage, started to shout at customers... and then it was probably born. In a fit of frustration.

There is one rather big premise I do agree with: many people are unaware of their problems. There are far better question based ways of helping people see them. The issue here is that question based selling is hard for most to learn. It's also hard to learn how to influence, be charismatic, etc. Telling selling is easier, it also fails to sell anyone who hasn't already decided to buy, that's probably why you see a lot of people saying that your marketing must be 'on point' to get challenger working - because you'll need the prospect to be pre-sold.

Last note. This method seems low on emotional and social intelligence.

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Wish I Knew this 10 years Ago

I am a business owner but before that I was a sales person and what I had come to believe was that I was pretty good at building a business but I was not a great sales person. Therefore, I worked really hard to hire people with natural sales talent. I then hired a sales coach who had a challenger sales training background and learned that It wasn’t that I was not a good sales person, my problem had been I thought building strong relationships was what I needed to be successful. What I learned was that the relationship builder was actually the least successful sales person in the organization, and when I learned why, it made so much sense.

When we learned how to challenge our clients into thinking differently about their business, it was a game changer.

I will say, one of the key components to going from an idea to implementation, is going to be a lot of work. For me, I had already read The EMyth Revisited, which taught me about creating processes. Also, I had started creating special programs and products that were proprietary to my business. So by the time I read this book, all I had to learn was how to reshape and reframe the conversation and approach.

That did not happen overnight, and having the sales coach was incredibly helpful. But if you haven’t done all those other steps, then this book will be part of the long-term business planning strategy and therefore very important.

My sales team and account managers are all learning how to use the challenger sales approach and ultimately my goal is to master the challenger sales process, hire and train more challenger sales reps and have it become a very rinse, wash, repeat system.

Again, for me and where I am in my business, this book was a game changer… the missing link that I was looking for.

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Good content, not best fit for audiobook

Not best suited to audio book. Lack of reviews at end of sections hurt it.

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Repetitive, not a lot of value

Buy only if you are new to sales, if experienced in sales this book add close to zero value. I felt in an infomercial for a good part of the book.

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Good Book, Just Needs More Examples

Good read but it needed more examples of people and companies actually adapting the model. I would have liked more examples of how to give a challenger presentation for instance.

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Fantastic Book

I have read the Challenger Sale many times. I do so for a refresher. Most recently listened to it while doing daily morning walks.

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One of the more tactical business books

Big fan and I think this is the way we’ll be doing sales for years to come. It’s about understanding a customer’s needs and when the right time to push back and provide real value. Great read.

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Riveting

The content of this book is intriguing and ends with a concrete summary of the concept. I am happy my company recently introduced us to this approach. The audio is clear and full of energy.

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Good takeaways and reminders, but leaves more to desire

I enjoyed some of the takeaways and points the book made. Towards the end it started to feel like the author was trying to sell his services. I still think it’s worth a listen.

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