3 Review(s)

The Challenger Sale: How to Take Control of the Customer Conversation is a comprehensive guide for sales representatives and for anyone looking out for a flourishing career in sales. Summary of the Book The book explores the secret behind excelling in sales. To understand what the top-performing sales reps do to make sales, the authors investigated the skills, knowledge and behavior that matter most for high performances. The book is based on an elaborate study of thousands of sales representatives across varied industries and countries. The book provides the readers with a fresh insight and a broader outlook into the competitive world of sales. Building a relationship with the customer is an old and obsolete method according to the authors. Instead of providing the customer with useless facts and features about the company and the product, reps should approach the customer with clever tricks to save money or make money. Rather than agreeing to the customer's every demand, they sales representatives should be more assertive and take control of the sale perfectly. About the Authors Matthew Dixon is the managing director at the strategic Corporate Executive Board. He manages CEB Sales Leadership Council and CEB Customer Contact Council, which together serve more than 1000 sales and customer service organizations globally. He is a keynote speaker and an author. Brent Adamson is a managing director of Executive Advisory Services for CEB Sales Leadership Council. Brent is a sought after speaker and facilitator. He has worked with thousands of sales leaders all over the world in meetings, seminars, workshops, and retreats.