CloserQ Readers, I just finished reading
(listening to on Audible) The Challenger Sale: Taking Control of the Customer
Conversation by Matthew Dixon and Brent Adamson. A fantastic read for both quota carrying sales folks and sales managers.
As a 20 year disciple of Miller Heiman's Strategic Selling, The Challenger Sale gives a detailed history of Strategic Selling, including the value of understand the clients needs, selling solutions (ie solving business problems), and bundling to increase the average size deal. The Challenger Sale then builds on this strong fundation and gives strategies to move both your personal and company sales productivity to the next level, to increase your sales.
The book outlines 5 types of sales profiles:
1.The Hard Worker
2.The Problem Solver
3.The Challenger
4.The Relationship Builder
5.The Lone Wolf
Their website offers downloads to determine if you are 'Challenger Sales Person': http://www.executiveboard.com/exbd-resources/content/challenger/bonus-materials/index.html
For the sales managers, the book challenges (pun intended) your thinking on who are your top produces and why, especially in today's ultra-competitive market, including the need to challenge your clients and prospects. I really liked that your question shouldn't be "What keeps you up at night?" but as challenger sales people, "What aren't you working on or even thinking about improve your business?".
The book teaches you steps to 'push your personal comfort zones' to be a better sales person and that succeeding in sales isn't about building relationships, it is about providing value for your clients / prospects and being appropriately compensating (ie not discounting). To show your value you need to 'Challenge' the current thinking of your clients / prospects.
Below is a link on amazon.com.
Good Reading / Listening!
Reader Feedback, please click the ‘comments’ below to
give your feedback on 'The Challenger Sale'. Shaun
Priest aka CloserQ. Have fantastic day.
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