#The challenger sale pdf free download how to#

When the Sales Executive Council conducted research to find the characteristics which distinguished the most successful sales people from the rest, the results were surprising. Unfortunately, everyone is wrong, according to Matthew Dixon and Brent Adamson in this book. Everyone knows that the most successful type of sales rep is a relationship builder who gets along with everyone and is generous in giving time to help others. If how you sell is so important, the next critical insight is about what the most effective reps out of the 6,000 that they surveyed do differently. In complex solution sales, star performers outperform core performers by 200%, as opposed to 59% in transactional selling, so it's a critical insight. One of the surprising insights generated by their research was that the Sales Experience accounted for 53% of the contribution to customer loyalty, more than company and brand impact, product and service delivery, and value-to-price ratio combined! In other words, the latter three are just tickets to be able to play how you sell is more important than what you sell. Key insight #1: Salespeople matter-a lot! Research is great when it generates new and unexpected insights, and three are central to the book. They found that salespeople tend to cluster into five different types, based on their behaviors: Hard Workers, Challengers, Relationship Builders, Lone Wolves, and Reactive Problem Solvers. The book is based on extensive research by the Sales Executive Council into the attributes of successful sales professionals. Interestingly, that's also the key to a really good salesperson, as well. The key to a really good book is that it makes you say, 'I never thought of that before,' and to use that insight to improve your life in some way. This book comes very highly touted, especially by Neil Rackham himself, who calls it 'the most important advance in selling for many years.'I personally don't think it reaches quite that level, but overall it is an excellent book, with provocative insights and useful information for salespeople looking for ways to break out of the pack. 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 e.

#The challenger sale pdf free download how to#

Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The things that make Challengers unique are replicable and teachable to the average sales rep. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. They tailor their sales message to the customer's specific needs and objectives. 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. And what they discovered may be the biggest shock to conventional sales wisdom in decades.Д«ased 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. 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. The best salespeople don't just build relationships with customers. 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.