The Challenger Sale Book
Stock code: bkcs01
Challenger Sale is not an academic theory: it is a value-added sales technique based on CEB's extensive worldwide research in the wake of the 2008 Lehman Brothers collapse to discover who was still selling and how...
Challenger Sale is not an academic theory: it is a value-added sales technique based on CEB's extensive worldwide research in the wake of the 2008 Lehman Brothers collapse to discover who was still selling and how. It discovered 5 sales styles, including an hitherto undiscovered one, Challenger®, which was up to 7 times more successful than the previously much favoured relationship builder style. This easily read book will teach you the 3 stages of a Challenger Sale: Teaching for Differentiation, Tailoring for Resonance, Taking Control.
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