The Challenger Sale
How To Take Control of the Customer Conversation
Summary:
The book presents a sales approach that challenges customers' thinking, offering insights and solutions that disrupt their status quo. It categorizes sales representatives into five profiles, advocating for the 'Challenger' style as the most effective for complex sales environments.
Key points:
1. Challenger Sale Model: This new sales approach encourages challenging and educating customers rather than just building relationships.
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