The Challenger Sale
Taking Control of the Customer Conversation
Échec de l'ajout au panier.
Échec de l'ajout à la liste d'envies.
Échec de la suppression de la liste d’envies.
Échec du suivi du balado
Ne plus suivre le balado a échoué
0,99 $/mois pendant vos 3 premiers mois
Exclusivité Prime: 2 titres
gratuits à choisir pendant l'essa. Des conditions s’appliquent.
The Challenger Sale
Acheter pour 17,48 $
Aucun mode de paiement valide enregistré.
Nous sommes désolés. Nous ne pouvons vendre ce titre avec ce mode de paiement
-
Narrateur(s):
-
Matthew Dixon
-
Brent Adamson
-
Auteur(s):
-
Matthew Dixon
-
Brent Adamson
À propos de cet audio
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.
©2011 Matthew Dixon (P)2019 Penguin AudioVous pourriez aussi aimer...
-
The JOLT Effect
- How High Performers Overcome Customer Indecision
- Auteur(s): Matthew Dixon, Ted McKenna
- Narrateur(s): Matthew Dixon, Ted McKenna
- Durée: 5 h et 47 min
- Version intégrale
-
Au global4.5 out of 5 stars 7
-
Performance4.5 out of 5 stars 6
-
Histoire4 out of 5 stars 6
In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.
-
4 out of 5 stars
-
great read
- Écrit par abithab ragunathan le 2022-12-07
Auteur(s): Matthew Dixon, Autres
-
Cold Calling Sucks (and That's Why It Works)
- A Step-by-Step Guide to Calling Strangers in Sales
- Auteur(s): Armand Farrokh, Nick Cegelski
- Narrateur(s): Armand Farrokh, Nick Cegelski
- Durée: 4 h et 9 min
- Version intégrale
-
Au global5 out of 5 stars 8
-
Performance5 out of 5 stars 6
-
Histoire5 out of 5 stars 6
Cold calling is painful and uncomfortable for every single salesperson on Earth. The average seller makes a couple dials, hits 6 voicemails, and gives up the moment a prospect hits them with a nasty objection. But every time you decide to pick up the phone in spite of the suck, you separate yourself from the folks who quit. That's when you get ahead on the leaderboard. Cold calling sucks. And that's why it works. While most books are a 400-page exercise in academia, we have 4 promises to make this the most actionable sales book you've ever heard of.
-
5 out of 5 stars
-
Cold calling rocks
- Écrit par Utilisateur anonyme le 2024-08-28
Auteur(s): Armand Farrokh, Autres
-
Trump: The Art of the Deal
- Auteur(s): Donald J. Trump, Tony Schwartz
- Narrateur(s): Kaleo Griffith, Donald J. Trump
- Durée: 9 h et 59 min
- Version intégrale
-
Au global4.5 out of 5 stars 318
-
Performance4.5 out of 5 stars 265
-
Histoire4.5 out of 5 stars 267
Here is Trump in action—how he runs his organization and how he runs his life—as he meets the people he needs to meet, chats with family and friends, clashes with enemies, and challenges conventional thinking. But even a maverick plays by rules, and Trump has formulated time-tested guidelines for success. He isolates the common elements in his greatest accomplishments; he shatters myths; he names names, spells out the zeros, and fully reveals the deal-maker's art. And throughout, Trump talks—really talks—about how he does it.
-
5 out of 5 stars
-
great read
- Écrit par Viken le 2018-11-04
Auteur(s): Donald J. Trump, Autres
-
Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- Auteur(s): Jeb Blount, Mike Weinberg - foreword
- Narrateur(s): Jeb Blount, Jeremy Arthur
- Durée: 8 h et 21 min
- Version intégrale
-
Au global5 out of 5 stars 8
-
Performance5 out of 5 stars 5
-
Histoire4.5 out of 5 stars 5
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
-
5 out of 5 stars
-
Excellent
- Écrit par Amazon Customer le 2025-03-08
Auteur(s): Jeb Blount, Autres
-
Way of the Wolf
- Straight Line Selling: Master the Art of Persuasion, Influence, and Success
- Auteur(s): Jordan Belfort
- Narrateur(s): Jordan Belfort
- Durée: 7 h et 48 min
- Version intégrale
-
Au global4.5 out of 5 stars 52
-
Performance4.5 out of 5 stars 37
-
Histoire4.5 out of 5 stars 36
For the first time ever, Jordan Belfort opens his playbook and gives listeners access to his exclusive step-by-step system - the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now, this revolutionary program was available only through Jordan's $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation of listeners, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth.
-
5 out of 5 stars
-
So Much Value
- Écrit par Utilisateur anonyme le 2025-03-17
Auteur(s): Jordan Belfort
-
Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- Auteur(s): Keenan
- Narrateur(s): Keenan
- Durée: 5 h et 47 min
- Version intégrale
-
Au global5 out of 5 stars 100
-
Performance5 out of 5 stars 82
-
Histoire5 out of 5 stars 81
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
-
5 out of 5 stars
-
Great book for Selling!
- Écrit par linh Diep le 2021-01-12
Auteur(s): Keenan
-
The JOLT Effect
- How High Performers Overcome Customer Indecision
- Auteur(s): Matthew Dixon, Ted McKenna
- Narrateur(s): Matthew Dixon, Ted McKenna
- Durée: 5 h et 47 min
- Version intégrale
-
Au global4.5 out of 5 stars 7
-
Performance4.5 out of 5 stars 6
-
Histoire4 out of 5 stars 6
In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.
-
4 out of 5 stars
-
great read
- Écrit par abithab ragunathan le 2022-12-07
Auteur(s): Matthew Dixon, Autres
-
Cold Calling Sucks (and That's Why It Works)
- A Step-by-Step Guide to Calling Strangers in Sales
- Auteur(s): Armand Farrokh, Nick Cegelski
- Narrateur(s): Armand Farrokh, Nick Cegelski
- Durée: 4 h et 9 min
- Version intégrale
-
Au global5 out of 5 stars 8
-
Performance5 out of 5 stars 6
-
Histoire5 out of 5 stars 6
Cold calling is painful and uncomfortable for every single salesperson on Earth. The average seller makes a couple dials, hits 6 voicemails, and gives up the moment a prospect hits them with a nasty objection. But every time you decide to pick up the phone in spite of the suck, you separate yourself from the folks who quit. That's when you get ahead on the leaderboard. Cold calling sucks. And that's why it works. While most books are a 400-page exercise in academia, we have 4 promises to make this the most actionable sales book you've ever heard of.
-
5 out of 5 stars
-
Cold calling rocks
- Écrit par Utilisateur anonyme le 2024-08-28
Auteur(s): Armand Farrokh, Autres
-
Trump: The Art of the Deal
- Auteur(s): Donald J. Trump, Tony Schwartz
- Narrateur(s): Kaleo Griffith, Donald J. Trump
- Durée: 9 h et 59 min
- Version intégrale
-
Au global4.5 out of 5 stars 318
-
Performance4.5 out of 5 stars 265
-
Histoire4.5 out of 5 stars 267
Here is Trump in action—how he runs his organization and how he runs his life—as he meets the people he needs to meet, chats with family and friends, clashes with enemies, and challenges conventional thinking. But even a maverick plays by rules, and Trump has formulated time-tested guidelines for success. He isolates the common elements in his greatest accomplishments; he shatters myths; he names names, spells out the zeros, and fully reveals the deal-maker's art. And throughout, Trump talks—really talks—about how he does it.
-
5 out of 5 stars
-
great read
- Écrit par Viken le 2018-11-04
Auteur(s): Donald J. Trump, Autres
-
Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- Auteur(s): Jeb Blount, Mike Weinberg - foreword
- Narrateur(s): Jeb Blount, Jeremy Arthur
- Durée: 8 h et 21 min
- Version intégrale
-
Au global5 out of 5 stars 8
-
Performance5 out of 5 stars 5
-
Histoire4.5 out of 5 stars 5
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
-
5 out of 5 stars
-
Excellent
- Écrit par Amazon Customer le 2025-03-08
Auteur(s): Jeb Blount, Autres
-
Way of the Wolf
- Straight Line Selling: Master the Art of Persuasion, Influence, and Success
- Auteur(s): Jordan Belfort
- Narrateur(s): Jordan Belfort
- Durée: 7 h et 48 min
- Version intégrale
-
Au global4.5 out of 5 stars 52
-
Performance4.5 out of 5 stars 37
-
Histoire4.5 out of 5 stars 36
For the first time ever, Jordan Belfort opens his playbook and gives listeners access to his exclusive step-by-step system - the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now, this revolutionary program was available only through Jordan's $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation of listeners, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth.
-
5 out of 5 stars
-
So Much Value
- Écrit par Utilisateur anonyme le 2025-03-17
Auteur(s): Jordan Belfort
-
Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- Auteur(s): Keenan
- Narrateur(s): Keenan
- Durée: 5 h et 47 min
- Version intégrale
-
Au global5 out of 5 stars 100
-
Performance5 out of 5 stars 82
-
Histoire5 out of 5 stars 81
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
-
5 out of 5 stars
-
Great book for Selling!
- Écrit par linh Diep le 2021-01-12
Auteur(s): Keenan
Ce que les critiques en disent
“The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the profession. These breakthroughs, marked by radical new thinking and dramatic improvements in sales results, have been rare.... Which brings me to The Challenger Sale and the work of the Sales Executive Council.... On the face of it, their research has all the initial signs that it may be game-changing.... My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did.” (Professor Neil Rackham, author of SPIN Selling, from the foreword)
“The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. 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)
“This is a must-read book for every sales professional. The authors’ groundbreaking research explains how the rules for selling have changed - and what to do about it. If you don’t want to be left behind, don’t miss this innovative book that provides the new formula for selling success.” (Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing)
Ce que les auditeurs disent de The Challenger Sale
Moyenne des évaluations de clientsÉvaluations – Cliquez sur les onglets pour changer la source des évaluations.
-
Au global5 out of 5 stars
-
Performance5 out of 5 stars
-
Histoire5 out of 5 stars
- Amazon Customer
- 2020-05-19
Very insightful
The audiobook is delivered in an easy to understand and clear tone. information provided is backed up with factual insight and figures the author provided.
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global5 out of 5 stars
-
Performance5 out of 5 stars
-
Histoire5 out of 5 stars
- Sara Formo
- 2023-01-30
Love this
I have worked in sales, customer, quality, assurance, and retention plus more. This book drove home what I have been doing my entire career. I am a challenger, whether it be via the sales model or my Enneagram. This book allows a universal thought of how you’re always selling whether it is product information or experience.
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global5 out of 5 stars
-
Performance1 out of 5 stars
-
Histoire5 out of 5 stars
- Ben Abraham
- 2022-10-30
Keeps freezing while playing.
Loved it but had to play on PC couldn't hear without frequent stops on mobile
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global5 out of 5 stars
-
Performance5 out of 5 stars
-
Histoire5 out of 5 stars
- Debbie
- 2021-07-08
Many great insights.
I found the book easy to listen to, insightful and of value to me. I have listened to the book twice and find I get more from it each time. I would definitely recommend a listen.
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global5 out of 5 stars
-
Performance5 out of 5 stars
-
Histoire5 out of 5 stars
- Charles N
- 2021-02-12
Must have for sales people
Having over 12 years of professional sales experience, I got a tremendous amount of value out of this book. If the content of this book is followed, it will challenge sales people to break out of the order taking rut and turn themselves into an indispensable member of their client's team.
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
-
Au global3 out of 5 stars
-
Performance3 out of 5 stars
-
Histoire3 out of 5 stars
- Gaff2049
- 2019-12-05
meh...
It was fine. Some good insights. They get way to excited about certain topics that most sellers know to be basic information.
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.
1 personne a trouvé cela utile
-
Au global3 out of 5 stars
-
Performance4 out of 5 stars
-
Histoire2 out of 5 stars
- DS
- 2023-07-13
Take what you need and leave the rest
Decent content for someone newer to the game/art of sales. Managed to pull a few good (and possibly highly valuable) nuggets marking it a general recommendation and book on the shelf. But this isn’t the end all be all of sales as pitched by Matt and Brett.
Keep on keeping on!
Un problème est survenu. Veuillez réessayer dans quelques minutes.
Vous avez donné votre avis sur cette évaluation.
Vous avez donné votre avis sur cette évaluation.