If you work in sales, your boss likely recommended you read the Challenger Sale: Taking Control of the Customer Conversation by Brent Adamson and Matthew Dixon. It’s not just any old book — it’s a relatively recent classic that challenges the emphasis on relationship building in sales, and brings to light, through research, a proven way to be more effective at closing deals.
As a summary and refresher, the Challenger Model of Sales says that it’s not what you sell, it’s how you sell. It’s also not the quality of your product, but the value of your insight that you deliver as part of the sales interaction itself. It’s not about building the relationship with the customer…It’s about challenging the customer.Learn in our webinar on-demand
As a bonus you will receive the slides of the webinar.