Challenging The Challenger Sale

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What sets apart the The Challenger Sales Reps? Who so happen to be the most successful sales reps.
In the book, The Challenger Sale: Taking Control of the Customer Conversation author Matt Dixon points out six attributes that showed them statistically significant in defining someone as a Challenger rep: matt-dixon

  • Offers the customer unique perspectives
  • Has strong two-way communication skills
  • Knows the individual customer s value drivers
  • Can identify economic drivers of the customers business
  • Is comfortable discussing money
  • Can pressure the customer

Matt Dixon, an executive director of strategic research at CEB, has an unrelenting drive to find the answers to questions senior executives often take for granted. For more than 15 years, Matt has worked to uncover the truth behind many pillars of conventional wisdom in sales and customer service, often overturning long-held assumptions that are costing companies dearly in terms of wasted money and lost market opportunity.

Matt was my podcast guest last week, Need Customers, Create an Effortless Experience, where we discussed his latest book, The Effortless Experience: Conquering the New Battleground for Customer Loyalty. This podcast will get you up to speed on the latest thoughts on one of the most significant sales book written in the past several years.

 

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My Thoughts about The Challenger Sale: Lean Salespeople are Challengers, not Problem Solvers

Republished with author's permission from original post.

Joseph Dager
Business901 is a firm specializing in bringing the continuous improvement process to the sales and marketing arena. He has authored the books the Lean Marketing House, Marketing with A3 and Marketing with PDCA. The Business901 Blog and Podcast includes many leading edge thinkers and has been featured numerous times for its contributions to the Bloomberg's Business Week Exchange.

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