STAFF BOOK REVIEW: OCTOBER 1964 BY DAVID HALBERSTAM
by Kevin O’Neill, IT Systems Manager In his 1954 book God’s Country […]
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The best sales people don't build customers-they challenge them.
Based on a quantitative study of more than 3,500 sales reps in multiple industries and geographies, "The Challenger Sale" argues that classic relationship building isn't enough, especially when it comes to selling complex, large-scale solutions.
It turns out every sales rep in the world falls into one of five distinct profiles: the hard worker, the problem solver, the challenger, the relationship builder, and the lone wolf. While most of these reps can deliver average sales performance, only one-the challenger- consistently outperforms the others.
The authors' research shows that customers will reward suppliers who can deliver a new perspective during the sales process and reframe their expectations. The book explains how to deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
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