You need to sign in or sign up before continuing.
Take a photo of a barcode or cover
richardbakare 's review for:
The Challenger Sale: Taking Control of the Customer Conversation
by Matthew Dixon, Brent Adamson
The entire thesis of this book rests on one critical question. “Why should our customers buy from us over anyone else?” The approach to answering that question has evolved a lot over time. Price, Service, and Quality being the commonly belabored responses. This book presents an entirely new approach that dispenses with the routine thinking and asks you to stop justifying your costs and start challenging your customer’s assumptions.
I believe the Challenger approach is the truest value based form of selling there is. I like to think of this methodology as Philosophically minded selling. It’s about bringing the “examined life” reflective thinking to the business world. Asking “why” at every discussion to get to the final cause and a more permanent solution. This approach is why I always ask people I interview what they are reading. I want to gauge their curiosity and intellectualism.
What sets this book apart is that it can get the reader to challenger mindset if they are not there already. The authors do a great job of detailing out a framework across the chapters that helps you get into this method of engagement. All of the recommendations and findings are backed by rigorous study and data. The challenger mindset goes beyond sales. I found it most valuable in my consulting days. The key benefit being that we shifted how we were perceived by the customer, from “order takers” to “trusted partners.”
I believe the Challenger approach is the truest value based form of selling there is. I like to think of this methodology as Philosophically minded selling. It’s about bringing the “examined life” reflective thinking to the business world. Asking “why” at every discussion to get to the final cause and a more permanent solution. This approach is why I always ask people I interview what they are reading. I want to gauge their curiosity and intellectualism.
What sets this book apart is that it can get the reader to challenger mindset if they are not there already. The authors do a great job of detailing out a framework across the chapters that helps you get into this method of engagement. All of the recommendations and findings are backed by rigorous study and data. The challenger mindset goes beyond sales. I found it most valuable in my consulting days. The key benefit being that we shifted how we were perceived by the customer, from “order takers” to “trusted partners.”