The Challenger Sale

BOOK TIP In the book "The Challenger Sale", authors Matthew Dixon and Brent Adamson explain why "challengers" sell better than normal salespeople, how "commercial teaching" works and how you can anchor the thinking and procedures of the challenger sale in your sales team.A good rapport with the customer, a winning manner - then it will work out with the sale? It's no longer as simple as that - salespeople have to bring more to the table, according to Matthew Dixon and Brent Adamson in their highly regarded book. In an extensive study, they found that salespeople can basically be divided into five types. The most successful by far is the so-called Challenger, and this book shows in detail which special characteristics distinguish him and set him apart from his colleagues. Many an experienced sales professional will think at one point or another: You can't do that! But then comes the proof and the conclusion: you can, you even have to. Luckily, you can learn challenger selling. Here, too, the authors go into practical detail and also provide numerous case studies. A must-read for every sales manager, says getAbstract - and of course for salespeople themselves.getAbstract rating: 8Feasibility: 9Degree of innovation: 8Style: 6 

Publisher: RedlineYear of publication: 2015Pages: 288ISBN: 9783868815856