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Download The Challenger Sale: Taking Control of the Customer Conversation Audiobook

Extended Audio Sample The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon, Brent Adamson Click for printable size audiobook cover
4.67 out of 54.67 out of 54.67 out of 54.67 out of 54.67 out of 5 4.67 (3 ratings) (rate this audio book) Author: Matthew Dixon, Brent Adamson Narrator: Matthew Dixon, Brent Adamso Publisher: Gildan Audio Format: Unabridged Audiobook Delivery: Instant Download Audio Length: Release Date:
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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.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

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. The authors’ study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one—the Challenger—delivers consistently high performance.

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. They tailor their sales message to the customer’s specific needs and objectives. Rather than acquiescing to the customer’s every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. 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.

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Quotes & Awards

  • “My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did.”

    Professor Neil Rackham, author of SPIN Selling

  • The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery.”

    Dan James, former chief sales officer, DuPont 

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