The Challenger Sale
The Challenger Sale lays out the steps to “solution selling,” providing specific guidelines to help readers examine the customer conversation. In this book, authors Matthew Dixon and Brent Adamson investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. The Challenger Sale is based on an extensive study of thousands of sales reps across multiple industries and geographies. The study suggests that rather than acquiescing to the customer's every demand or objection, Challengers are assertive, pushing back when necessary and taking control of the sale. 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.
BOOK REVIEWS
”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 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
“Groundbreaking, timely, and disciplined research—presented in a way that is both intuitive and completely actionable—that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment.”
—Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services
“The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer.”
—Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals
”If you are seeking to raise the bar in your sales organization, The Challenger Sale is a must-read.”
—Tom Meek, vice president, sales, Henkel Adhesives Technologies