The Challenger Sale: Taking Control Of The Customer Conversation
ISBN: 1591844355
EAN13: 9781591844358
Language: English
Release Date: Nov 10, 2011
Pages: 240
Dimensions: 1.02" H x 9.29" L x 6.38" W
Weight: 0.93 lbs.
Format: Hardcover
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Book Reviews (13)

4
  |   13  reviews
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3
   like a 200+ page infomercial...
The book was like a sales pitch for the company. Everyone in sales was made to read this book by my company. They paid for the training session and consultation. I didn't find a lot of original material in the book. Most of their insights were common sense or I had already read them. The book has value for giving a new salesperson a foundation of knowledge in B2B selling, but its real purpose is to get your company to purchase services from CEB
 
Recommended to buy: No
2
   Not the Best Sales Book but Had Some Interesting Information
All of the reps were made to buy the book and read it. We were pushed to become Challengers. There are many take-aways from the book on how to win a sale and create strong bonds with your customers. I don't like the idea that you have to be aggressive to be successful. Successful sales reps don't talk about their product or service, they talk about the customer's problem and how they can solve it. They show how they can add value to the competition. The book has some interesting points, but I am a Lone WolfRelationship Builder and have always become #1 at any company I work for. You have to be able to read your customers in order to know when to push back. That can blow up in your face.
 
Recommended to buy: No
5
   Take the Challenge!
The go- forward sales methodology is for those who want to achieve success. The audio version is a must since I've been able to get through this book in short order.
 
Recommended to buy: Yes
5
   Great read - insightful and inspired
I like this book. The authors made a clear and compelling case for what really matters in the world of selling - backed by strong factual research and a few real world case studies. Practical guides and templates are included in the book to help the reader visualize how to put the concepts into action. Common sense is what the authors have come up with. Their conclusions go against conventional wisdom, but on reflection, I know my best moments are consistent with their findings. I can elevate my game to trusted adviser to my clients. I came away with something of value after learning what is at the heart of excellence in selling.
 
Recommended to buy: Yes
5
   As an engineer, I used to think sales is bs, no anymore after this book
After reading this book, I think sales is dead. Sales are in every part of life.
 
Recommended to buy: Yes
1
   I don't like this book
I don't like the book and I don't know why it has a high rating. Neil Rackham says the revolution in selling like when someone sell insurance and others collect money weekly is called revolution. It's bs. The book is not practical. Challenger Sales is a vague idea written after the recession. There is a 6% increase in sales when some organization adopts that style. Bs also. They all are not sale people and don't have any experience in metaphysics. I don't know why so many people buy and read this book. I don't like to read about it. Culture in the UK is not good.
 
Recommended to buy: No
5
   Challenger is a valuable and timeless mindset
The information and insight is still valuable in 2020. Customers still want a professional who can teach, Tailor, and Take Control. A trusted advisor can help the customer achieve their goals. Not only valuable for Sales professionals, but also for Customer Success Professionals, and anyone who wants to move from being an order-taker to a Trusted Advisor, with a seat at the table with Decision makers.
 
Recommended to buy: Yes
5
   Great book for anyone in sales or Business Development
I've read a lot of sales books but few made me feel like I was learning something new. SPIN Selling was one, and this is another. Over the last 20 years, sales have changed a lot. Clients don't have time to have 3 different sales people come in and ask 25 different probing questions about what keeps them up at night. The whisper sync edition is what I bought. I bought a paper copy of the book because I wanted to write my notes in it and read it again next year. The book I bought on the kindle edition was newer than the one I bought in the store, but that's to be expected with new versions.
 
Recommended to buy: Yes
5
   Classic book when it was written
The challenger sales model is intriguing. You will be taught the different types of sales. Interesting studies. The book could have been a lot shorter.
 
Recommended to buy: Yes
1
   Great seller. The book itself; I’m not a fan.
The seller was nice. Their description was time and accurate. The book is not my style. My employer forced me to buy this. If you have to read it, get the audio version. By Chapter 3, I realized this is not a book about religion. If you buy the program and plan to study it for at least 2 years, then this book will help you. The program is tens of thousands of dollars, but the salesperson didn't use the techniques correctly because my employer didn't buy in.
 
Recommended to buy: No
12

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