The Challenger Sale

THE BESTSELLING SALES CLASSIC WITH 1 MILLION COPIES SOLD 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 is what drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board, to investigate the skills, behaviours, 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. ‘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

THE BESTSELLING SALES CLASSIC WITH 1 MILLION COPIES SOLD 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 is what drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board, to investigate the skills, behaviours, 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. ‘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

"The Challenger Sale" er en bog, der lærer butiksansatte en række salgstip og guldkorn, der leder til salgssucces. Hvis du som mange andre forretningsledere mener, at hemmeligheden bag salgssucces er at danne et forhold til kunden, så tager du fejl. De allerbedste sælgere danner ikke blot forhold til kunden - de udfordrer dem. "The Challenger Sale" er skrevet af tre eksperter, der - ud fra et studie af tusinde sælgere verden over - har de opdaget 5 forskellige profiler, som sælgere falder under. Det er dog kun Challenger-profilen, der konsekvent leverer en fabelagtig præstation. Med hjælp fra denne bog, kan du selv lære at udfordre og at tage styringen i en samtale med kunden.

"The Challenger Sale" er en bog, der lærer butiksansatte en række salgstip og guldkorn, der leder til salgssucces. Hvis du som mange andre forretningsledere mener, at hemmeligheden bag salgssucces er at danne et forhold til kunden, så tager du fejl. De allerbedste sælgere danner ikke blot forhold til kunden - de udfordrer dem. "The Challenger Sale" er skrevet af tre eksperter, der - ud fra et studie af tusinde sælgere verden over - har de opdaget 5 forskellige profiler, som sælgere falder under. Det er dog kun Challenger-profilen, der konsekvent leverer en fabelagtig præstation. Med hjælp fra denne bog, kan du selv lære at udfordre og at tage styringen i en samtale med kunden.

td {border: 1px solid #ccc;}br {mso-data-placement:same-cell;} -->Hvis du gerne vil lære lidt om hemmelighederne bag succes i salgsverdenen, så er "The Challenger Sale" af Matthew Dixon og Brent Adamson værd at tjekke op på. "The Challenger Sale" handler om hvordan man som salgsperson og -virksomhed opnår succes – ikke bare ved at have et godt forhold til sine kunder, men ved at udfordre dem. Forfatterne har foretaget en lang række studier af salg, og fundet frem til præcis hvad det er der gør forskellen. Bogen er rigtig god, hvis man vil være en god sælger, men også hvis man som leder af en virksomhed, kunne tænke sig et større salg.

td {border: 1px solid #ccc;}br {mso-data-placement:same-cell;} -->Hvis du gerne vil lære lidt om hemmelighederne bag succes i salgsverdenen, så er "The Challenger Sale" af Matthew Dixon og Brent Adamson værd at tjekke op på. "The Challenger Sale" handler om hvordan man som salgsperson og -virksomhed opnår succes – ikke bare ved at have et godt forhold til sine kunder, men ved at udfordre dem. Forfatterne har foretaget en lang række studier af salg, og fundet frem til præcis hvad det er der gør forskellen. Bogen er rigtig god, hvis man vil være en god sælger, men også hvis man som leder af en virksomhed, kunne tænke sig et større salg.