The Challenger Sale

The "Challenger Sale" technique is used by salespeople to distinguish themselves and outperform their competitors. This allows them to complete more transactions. Mike Weinberg breaks down the Challenger model implementation process. He also gives readers the tools they need to successfully execute a challenger sale.

Mike Weinberg outlines the seven principles of the challenger sale in The Challenger Sale. These principles assist salespeople in shifting their focus from meeting quotas to acquiring long-term customers. Weinberg believes that in order to make sales, salespeople must first understand their customers' needs and then meet them. There is also a widespread belief that salespeople should not accept no for an answer, but rather should probe for opportunities to sell their products or services. The Challenger Sale is one of the best books on sales for anyone who works in sales or wants to work in sales.

Author: Matthew Dixon and Brent Adamson

Link to buy: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355/ref=mp_s_a_1_1