The challenger sale hard cover book

The Challenger Sales model is a sales approach that encourages reps to emulate certain high-performing salespeople — or “challengers” — when executing their sales processes. That means teaching prospects about their situations, tailoring their communication to suit specific prospects, and taking control of the sale. What exactly does this mean? It means approaching sales differently than you might've in the past. Rather than being apologetic about trying to sell to the customer, you'll own the conversation. Rather than following a similar sales pitch, you'll approach each prospect differently. As a Challenger, you'll have an in-depth understanding of your prospect's business and their struggles. You can then push back at the right moment to drive them toward making a decision. While the hero is Challenger, Adamson and Dixon don't just talk about them in the book. They also cover four other types of sales reps.