concepts, although much of book is spent on selling the methodology to the reader, Lots of detail on their customers using the techniques and how critical it is for everyone to adopt this new style of sales.
Heavy sales pitch nature of the book really comes across on the audio book version, Paper version avoids this and allows you to skim through at a faster pace, The book is well written and provides clarity on the mechanics of an effective selling strategy, It draws on themes based on other proven selling methodologies, but extends the argument inways:
It recognises that the internet has empowered customers and that they cannot be 'managed' through a traditional sales cycle.
It also identifies the need to change the organisation to work effectively with prospects and customers, This requires an internal change initiative which will not be easy, based on my own experience of such programmes, However, the results are worth the effort, In my CRM Customer Relationship Management business, I have struggled for a while to develop a sales strategy, This book managed to summarise very succinctly why it is so difficult to sell a complex solution, and provided insights that have had an immediate impact.
Well written with very practical explanations, it had me nodding my head from page, And I absolutely must disagree from the detractors some scoring this book as astar!, I have a small business, with less thanemployees, and The Challenger Sale is very, very relevant to me,
If you are looking for some quick sales steps and guidelines to sell uncomplicated widgets, then perhaps this is not the best starting point.
If you are a business owner / manager, or a sales professional of ANY description, this is a must read,
I have recommended this book toother people so far!, I used to struggle with sales but this book offers a comprehensive system to increase your conversion rate! 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! Like many, I've had all of them TAS, SPIN, NLP, and all of the other variations on the theme of how to make gazillions in sales
The thing that intrigued me was the suggestion that we should challenge customers for best results ultimately.
For sure relationships, etc. are key the premise of this book is that customers will see value in a person/organisation that takes time to understand their business and then challenge the accepted wisdom where appropriate.
Whilst still midway though the book, it is an interesting read and I'll reserve judgement til the end although so far, so good.
We all love Brian Tracy, Zig Ziglar, Neil Rackman etc etc but this book is a realx sales book and the Challenger model make so much sense.
More for a business than an individual, if you are looking for new ideas for your business on how to increase sales through real value differentiation this is a great concept and if everyone works together can make a massive difference.
Also good for an individual, I am trying to use the tactics in my solution selling process, Must read for ANY sales professional, If you are a salesman, selling technology in today's market you need to read this book, Most tech sales companies will ask you during interview what persona you fall into, you need to have a good answer, Will certainly help your sales process following all the steps too, the rational drowning area needs to considered with caution, The Challenger Sale has won deserved praise as a roadmap for navigating
today's complex BB sales and marketing environment, Based on some remarkable research into both selling and buying behaviours, this book goes far beyond the conventional sales methodology mindset to suggest that companies need to develop organisation wide competences that can enable them to challenge their prospect's thinking, articulate a distinctively different point of view, and deliver clearly superior solutions and outcomes.
There areorover dramatic sceptical reviews claiming that CEB are only trying to âsell their consultancy servicesâ through the content of this book.
Whilst this is partially true in some of the case studies, the fact is, they are excellent examples of how to apply the âchallengerâ model successfully.
You can take many valuable lessons from this book, lessons which can be applied at all levels of sales and to anybody trying to improve their growth strategy, whether youâre in sales or not.
Itâs also particularly useful to any transactional sales organisation looking to move in to the âsolution sellingâ world, BRAND NEW, Exactly same ISBN as listed, Please double check ISBN carefully before ordering, .