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- ISBN: 9781591844358 | 1591844355
- Cover: Hardcover
- Copyright: 11/10/2011
The best sales people don't build customers-they challenge them. Based on a quantitative study of more than 6,000 sales reps in multiple industries and geographies, The Challenger Saleargues that classic relationship building isn't enough, especially when it comes to selling complex, large-scale solutions. It turns out every sales rep in the world falls into one of five distinct profiles: the hard worker, the problem solver, the challenger, the relationship builder, and the lone wolf. While most of these reps can deliver average sales performance, only one-the challenger- consistently outperforms the others. The authors' research shows that customers will reward suppliers who can deliver a new perspective during the sales process and reframe their expectations. The book explains how to deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.