Summary Guide: The Challenger Sale: Taking Control of the Customer Conversation: BY Matthew Dixon & Brent Asamson | The MW Summary Guide: ( Sales & Selling, Business Skills, Prospecting, Negotiation )

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• Language: English
• Publisher: K.P.
• Release date: Dec 24, 2017
• ISBN: 9781386072522

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SUMMARY:

The Challenger Sale

Taking Control of the Customer Conversation

by: Matthew Dixon & Brent Adamson

The Mindset Warrior Summary Guide

Table of Contents

Introduction.............................................................................................................6

Chapter 1 – The Evolution of Solution Selling..............................................8

Chapter 2 – The 5 Types of Sales Reps.........................................................11

Chapter 3 – Understanding The Challenger Sales person......................14

Chapter 4 – Why Insight Matters....................................................................16

Chapter 5 – Implementing Insight Based Selling......................................19

Chapter 6 – Tailoring Your Sales Pitch.........................................................23

Chapter 7 – Taking Control of the Sale.........................................................24

Chapter 8 – The Role of the Sales Manager................................................27

Chapter 9 – Lessons from Early Adopters....................................................33

Conclusion.............................................................................................................40

BONUS:..................................................................................................................42

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MW Summary Guide Disclaimer

This summary guide is in no way associated with and endorsed by Matthew Dixon and Brent Adamson. This publication is not intended to replace the original work. This publication is a unique summary guide of the original book, and is intended for informational purposes only. It includes some the main ideas, and quotes from the book along with unique commentary. All quotes from the book are properly referenced.

You are encouraged to purchase the original version; if you have not already. This publication has been presented solely for educational & informational purposes as a reference. While best efforts have been made in preparing this book; the author and publisher make no representations or warranties merchantability or