The challenger sale taking control of the customer conversation matthew dixon and brent adamson portfolio penguin 9781591844358 challengerindb 3 9 7 11 1009 am. The challenger sales model is an approach to sales that is tailored to how the challenger teaches tailors and takes control the challenger sales model believes with the right training coaching and sales tools all reps even those falling into one of the other four categories can take control of the customer conversation like a challenger. Matthew dixon and brent adamson have written a sales book that really challenges the status quo and gets you thinking differently about top performing sales reps the title of the book the challenger sale taking control of the customer conversation is a book that has a lot of research that support the challenger sales person. The challenger sale gives sales representatives the insights knowledge and tools to take control of the customer conversation in contrast to popular opinion and practice the challenger sale maintains through its vast research that the secret to sales success is not relationship selling . The challenger sale is not a bad book especially when directed to the right audience but that is where i had trouble with it i picked it up as a general manager of a small business and found that although some of the ideas were good and the research interesting it was not very applicable in my situation
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