ENV : prod
CLUSTER : east
SERVER : va1.pricenetwork.com
image
The Challenger Sale: Taking Control of the Customer Conversation
by: Matthew Dixon - Brent Adamson
1591844355 / 9781591844358

Book Description:
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 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. 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.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. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. 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 experience that drives higher levels of customer loyalty and, ultimately, greater growth.

The Challenger Sale: Taking Control of the Customer Conversation

Buyback (Sell directly to one of these merchants and get cash immediately)

Bookstore Payment Good Condition New Condition  
$5.64 $5.64 Sell Here
Payment:
Shipping Details: Bookstores.com is an online marketplace that connects buyers and booksellers in a secure environment. Bookstores.com is committed to creating a safe and reputable venue for customers to do business. Free FedEx printable shipping when you sell back your book.
$5.62 $5.62 Sell Here
Payment:
Shipping Details: Sell Back Your Book is owned by parent company Ez Book Recycle Inc. Ez Book Recycle Inc. is no stranger to buying items online. With the first buyback website launching in February 2008, Ez Book Recycle has purchased items from more than 100,000 individuals from every state in the U.S. Free shipping with printable label.
$5.61 $5.61 Sell Here
Payment:
Shipping Details: ValoreBooks.com has some of the highest sell back prices offered, free shipping to their warehouse, and more than 500,000 sellable titles.
$3.50 $3.50 Sell Here
Payment:
Shipping Details: Textbooks.com Buyback pays some of the best prices, pays for shipping, and offers your choice of payment by check or PayPal. If you bought the book from Textbooks.com, they'll even pay you extra.
$3.39 $3.39 Sell Here
Payment:
Shipping Details: FirstClassBooks.com is an online college textbook reseller founded in 2001. They buy and sell textbooks for prices significantly better than on-campus college bookstores. Please refer to the seller's comments before ordering.
$2.64 $2.64 Sell Here
Payment:
Shipping Details:
$2.56 $2.56 Sell Here
Payment:
Shipping Details: Simply confirm your quote, print a shipping label and packing slip, package your items, and ship them. An Amazon.com Gift Card will be deposited into your account upon receipt of items.
$1.25 $1.25 Sell Here
Payment:
Shipping Details: BookByte pays cash, not credit, and takes pride in speedy payment, often within one day of processing your textbook. They pay the shipping.

campusbooks.com  BBB Business Review CopyScape