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. The best salespeople don’t just build relationships with customers. They challenge them.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money.
The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers’ expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth. Buy this book for $1.99 today.
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