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Chapter Overview
Chapter 1: AudiobookHub Recommendation
Chapter 2: Effective salespeople engage the customer and tailor the offering.
Chapter 3: In solution selling, innovative 'challenger' sales representatives are the ones who consistently close deals.
Chapter 4: Challenger salespeople are teachers at heart; they clearly illuminate the best solutions for each prospect.
Chapter 5: A challenger steers the conversation, structuring it expertly to clearly guide the customer toward a solution.
Chapter 6: It’s vital to make your solution appealing to everyone involved in the decision process.
Chapter 7: Don’t retreat from the wheel; a challenger seizes firm control of the sale right from the very start.
Chapter 8: Share insights and solutions across your whole sales team, so everyone can truly succeed together.
Chapter 9: If you’re set on turning your company into a challenger shop, ensure your managers are on board.
Description
Sales strategies have changed. Instead of shilling “one-size-fits-all” products, today’s top sales reps excel by providing a customized solution to a unique problem. To do this, these sales reps follow the “challenger” selling model. In this book you’ll learn what this model is and how it can revolutionize your sales organization.
Who Should Listen
- Sales managers and salespeople eager to improve their techniques
- Entrepreneurs curious about how to best present a product to customers
- Business leaders who want to stay current with new sales strategies