THE CHALLENGER SALE BOOK

adminComment(0)
    Contents:

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. Challenger behaviors move customers through the downloading cycle and produce powerful sales experiences. Challenger sales solutions includes in-person. The Challenger Sale book. Read reviews from the world's largest community for readers. What's the secret to sales success? If you're like most busine.


The Challenger Sale Book

Author:CHERELLE BREDEWEG
Language:English, Portuguese, Dutch
Country:Liberia
Genre:Academic & Education
Pages:410
Published (Last):12.08.2016
ISBN:623-3-69162-506-5
ePub File Size:20.64 MB
PDF File Size:10.13 MB
Distribution:Free* [*Sign up for free]
Downloads:40525
Uploaded by: SHERYLL

These days, almost every new hire in sales is told to read "The Challenger Sale." It's a great book based off one of the largest studies ever done. A page guide to the page sales book. The Challenger Sale. Summarized. SOUND SMART. SAVE TIME. SELL MORE. Understand why Challenger sellers succeed in the new B2B sales environment and how you can find and develop them in your organization.

It would be better directed toward sales managers in established organizations. The method it promotes is to control the sale by way challenging the customer, and I like that approach. How The Challenger Sale is not a bad book, especially when directed to the right audience, but that is where I had trouble with it.

However, so much of small business is about learning about the customer that I can't see where this would be a better overall approach. I can't have our sales team out challenging our customers all day, not because I fear they would be over bearing, but because I know we would miss opportunities to hear from the customer. In a small business, the sales function isn't just about sales.

I got the most value from the general concept that the challenger persona is the real winner in sales, not the relationship builder. Their research was compelling, but even more importantly the examples resonated with my own experience. For those 20 pages I took notes, and took pictures of the graphs, and I think I can incorporate those insights into my business.

And then there was the rest of the book.

The rest of the book is really a conglomerate of a few other known skillsets. It would be better directed toward sales managers in established organizations.

The method it promotes is to control the sale by way challenging the customer, and I like that approach. How The Challenger Sale is not a bad book, especially when directed to the right audience, but that is where I had trouble with it.

However, so much of small business is about learning about the customer that I can't see where this would be a better overall approach. I can't have our sales team out challenging our customers all day, not because I fear they would be over bearing, but because I know we would miss opportunities to hear from the customer.

In a small business, the sales function isn't just about sales. I got the most value from the general concept that the challenger persona is the real winner in sales, not the relationship builder. Their research was compelling, but even more importantly the examples resonated with my own experience.

For those 20 pages I took notes, and took pictures of the graphs, and I think I can incorporate those insights into my business. And then there was the rest of the book. The rest of the book is really a conglomerate of a few other known skillsets.I can't have our sales team out challenging our customers all day, not because I fear they would be over bearing, but because I know we would miss opportunities to hear from the customer.

The remaining chapters provide guidance on how to coach sales reps on this new approach to selling. It also limits the conversations to features of a product which also start sounding the same after the 3rd time of hearing I am not a salesperson by any means but everything that I thought was logical in the way I would approach sales, this book turned on its head.

What makes a challenger so effective at solution sales? The Reactive Problem Solver - a customer service rep in sales rep clothing 5.

In a small business, the sales function isn't just about sales. I want sales, more than friends.

The things that make Challengers unique are replicable and teachable to the average sales rep. Responds reliably, ensures all problems are solved, is detail-oriented. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force.

JACQUELYNE from Escondido
See my other articles. I am highly influenced by wrestling. I do enjoy studying docunments justly.
>