What sets this book apart is that it can get the reader to challenger mindset if they are not there already. I want to gauge their curiosity and intellectualism. This approach is why I always ask people I interview what they are reading. Asking “why” at every discussion to get to the final cause and a more permanent solution. It’s about bringing the “examined life” reflective thinking to the business world. I like to think of this methodology as Philosophically minded selling. I believe the Challenger approach is the truest value based form of selling there is. This book presents an entirely new approach that dispenses with the routine thinking and asks you to stop justifying your costs and start challenging your customer’s assumptions. Price, Service, and Quality being the commonly belabored responses. “Why should our customers buy from us over anyone else?” The approach to answering that question has evolved a lot over time. The entire thesis of this book rests on one critical question. 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.
The challenger sale audio phone how to#
Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The things that make Challengers unique are replicable and teachable to the average sales rep. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. They tailor their sales message to the customer's specific needs and objectives. 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. 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. And what they discovered may be the biggest shock to conventional sales wisdom in decades.īased 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 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. The best salespeople don't just build relationships with customers.
Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.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.
They are assertive, pushing back when necessary and taking control of the sale.Īny sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. They tailor their message to the customer's specific needs. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. The Challenger Sale argues that classic relationship-building is the wrong approach. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. Challenge them 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. In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers.