Penguin Books Ltd The Challenger Sale : How To Take Control Of The Customer Conversation

THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLDMatthew Dixon and Brent Adamson share 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.Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. Their conclusion? The best salespeople don't just build relationships with customers.They challenge them. Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there. ______________'If you wish to become a better sales person, buy and read this book and when you have finished buy The Challenger Customer and read that!' Amazon Reader Review'Read it, think about it, implement it.You, and your organization, will be glad you did' Professor Neil Rackham, author of SPIN Selling