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And 'the challenger sale' is an excellent step into this world, not only through the identification of challengers but also with the detail of what challengers and their companies should be doing to energize customers in ways that leads to more sales. The challenger sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results.
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The book is based on extensive research by the sales executive council into the attributes of successful sales professionals.
The aim of the challenger sale isnt to convert every sales person into a challenger. More importantly, they blow up several of the myths most people have come to believe regarding sales. The amazing thing is that the challenger sales rep has been hiding in plain sight all these years. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver. How to take control of the customer conversation. Hard workers, challengers, relationship builders,.
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Always willing to go the extra mile. The amazing thing is that the challenger sales rep has been hiding in plain sight all these years. And you should adapt your approach in order to maximise your chances of success in the very competitive and demanding sales environment.
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