A Joosr Guide to... The Challenger Sale by Matthew Dixon and Brent Adamson: How to Take Control of the Customer Conversation

By Joosr

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Although traditional approaches to sales suggest that salespeople should concentrate solely on making connections with clients and on keeping them comfortable, this is actually an extremely ineffective way to close a deal and make a profit. What if you were to do the opposite and instead challenge your customers?

These days customers expect more from salespeople than simply being affable and accommodating: they want you to offer expert insights and challenging interactions. The Challenger Sale shows you how to give them exactly this, pushing them out of their comfort zones and into success with a bold new approach to business-to-business selling.

You will learn:

· How to hold firm on price without alienating your customers

· Why meetings with clients should be an opportunity to teach rather than learn

· How to create pitches that get support from stakeholders throughout the customer's company.

• Language: English
• Publisher: Joosr
• Release date: Sep 16, 2016
• ISBN: 9781785674501

Book preview

takeaways

What’s it about?

How does your business make sales? It’s likely you’ve been taught to concentrate on establishing relationships, ensuring that customers are always comfortable. But are these methods really the best approach to B2B selling, or are there better techniques you could use to truly engage and satisfy your clients?

Matthew Dixon and Brent Adamson argue that not only is classic relationship building not as effective as people think, but it’s actually the least effective sales tactic out there. They challenge the rarely questioned notion that your relationship with a customer is singularly important, and ask whether cultivating such a connection through being agreeable and adaptable automatically leads to a sale. The pair suggest that relationships develop through sellers providing genuine value and original insights in their dealings with clients, building up loyalty by delivering great results. And this requires a totally different approach to sales.

The Challenger Sale provides a template for this approach, offering a step-by-step guide for revolutionizing your sales technique so you can push your customers further, and get the results that both you and they want. Covering everything from how to refuse to compromise on price without alienating customers, to how to tailor your pitches to capture

Reviews for A Joosr Guide to... The Challenger Sale by Matthew Dixon and Brent Adamson

[Rachel Church · Rating: 5 out of 5 stars]

I highly recommend this quick read for anyone in sales.