{"product_id":"challenger-sale-taking-control-of-the-taking-control-of-the-customer-conversation","title":"Challenger Sale : Taking Control of the: Taking Control of the Customer Conversation","description":"\u003cp\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Matthew Dixon\u003c\/p\u003e\u003cp\u003e\u003cb\u003eBrand:\u003c\/b\u003e Portfolio\u003c\/p\u003e\u003cp\u003e\u003cb\u003eColor:\u003c\/b\u003e clear\u003c\/p\u003e\u003cp\u003e\u003cb\u003eFeatures:\u003c\/b\u003e \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eChallenger Sale: Taking Control of the Customer Conversation\u003c\/li\u003e\n\u003cli\u003eOriginal Book\u003c\/li\u003e\n\u003cli\u003ePortfolio\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003cb\u003eBinding:\u003c\/b\u003e paperback\u003c\/p\u003e\u003cp\u003e\u003cb\u003eNumber Of Pages:\u003c\/b\u003e 240\u003c\/p\u003e\u003cp\u003e\u003cb\u003eRelease Date:\u003c\/b\u003e 07-03-2013\u003c\/p\u003e\u003cp\u003e\u003cb\u003ePart Number:\u003c\/b\u003e 20902880\u003c\/p\u003e\u003cp\u003e\u003cb\u003eDetails:\u003c\/b\u003e 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. Matthew Dixon, Brent Adamson and their colleagues at Corporate Executive Board have studied what determines the performance of thousands of sales reps worldwide and what they discovered may be the biggest shock to conventional sales wisdom in decades. 'The Challenger Sale' argues that classic relationship building is a losing approach. 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 facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are teachable to the average sales rep. Once you understand how to identify Challengers, you can model their approach and embed it throughout your sales force. The authors explain how almost any average rep, equipped with the right tools, can drive higher levels of customer loyalty and ultimately, greater growth.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eEAN:\u003c\/b\u003e 8601300364056\u003c\/p\u003e\u003cp\u003e\u003cb\u003ePackage Dimensions:\u003c\/b\u003e 9.1 x 6.0 x 0.9 inches\u003c\/p\u003e\u003cp\u003e\u003cb\u003eLanguages:\u003c\/b\u003e English\u003c\/p\u003e","brand":"Portfolio","offers":[{"title":"Default Title","offer_id":50108591112496,"sku":"Trans_9780140285246","price":225.0,"currency_code":"INR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0690\/9968\/4144\/files\/81zHI0uWAgL.jpg?v=1756809286","url":"https:\/\/www.retailmaharaj.com\/bn\/products\/challenger-sale-taking-control-of-the-taking-control-of-the-customer-conversation","provider":"Retail Maharaj","version":"1.0","type":"link"}