The Challenger Sale by Matthew Dixon
Taking Control of the Customer Conversation
Based on research of thousands of sales reps, the book argues that the most successful sellers aren’t relationship builders but “Challengers” who teach customers new insights, tailor their message to the customer’s needs, and take control of the sale by pushing back and guiding decision-making; using a commercial-teaching approach and constructive tension, they reframe customer problems and deliver differentiated value that outperforms traditional solution- or relationship-focused selling.
- Published
- 2011
- Nationality
- American
- Length
- Short
- Pages
- 240 pages
- Original Language
- English
- Avg User Rating
-
(4.0)
- Alternate Titles
- None
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