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The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixo

£20.22
Condition:
New
5 available3 sold
Popular item. 3 have already sold.
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£4.43 Standard Int'l Postage.
Located in: London, United Kingdom
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Estimated between Wed, 7 May and Fri, 16 May to 43230
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eBay item number:386410681924
Last updated on 14 Apr, 2025 20:03:00 BSTView all revisionsView all revisions

Item specifics

Condition
New: A new, unread, unused book in perfect condition with no missing or damaged pages. See the ...
ISBN-13
9780670922857
Publication Name
NA
ISBN
9780670922857
Publication Year
2013
Type
Textbook
Format
Paperback
Language
English
Book Title
The Challenger Sale: How to Take Control of the Customer Conversation
Item Height
234mm
Author
Brent Adamson, Matthew Dixon
Publisher
Penguin Books LTD
Topic
Management, Advertising, Marketing, Opinion of the People
Item Width
153mm
Item Weight
316g
Number of Pages
240 Pages

About this product

Product Information

The secret to sales success- don't just build relationships with customers. Challenge them 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 CEB 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.

Product Identifiers

Publisher
Penguin Books LTD
ISBN-13
9780670922857
eBay Product ID (ePID)
138693246

Product Key Features

Book Title
The Challenger Sale: How to Take Control of the Customer Conversation
Author
Brent Adamson, Matthew Dixon
Format
Paperback
Language
English
Topic
Management, Advertising, Marketing, Opinion of the People
Publication Year
2013
Type
Textbook
Number of Pages
240 Pages

Dimensions

Item Height
234mm
Item Width
153mm
Item Weight
316g

Additional Product Features

Title_Author
Matthew Dixon, Brent Adamson
Topic Area
Data Analysis
Country/Region of Manufacture
United Kingdom

Item description from the seller

Seller business information

I certify that all my selling activities will comply with all EU laws and regulations.
VAT number: GB 324767388
CRN: 05034144
About this seller

The Nile UK Shop

99.1% positive Feedback•165K items sold

Joined Jun 2021
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4.7
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  • by ka_749417
    11 Aug, 2023

    An amazing book, all sales people should read it

    It is a great book.

    Verified purchase: YesCondition: Pre-ownedSold by: goldstonebooksuk

  • by kasampson2012
    12 Jun, 2018

    Excellent sales tool.!

    Verified purchase: YesCondition: NewSold by: i-got-to-have-that

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