The challenger sale gives sales representatives the insights knowledge and tools to take control of the customer conversation in contrast to popular opinion and practice the challenger sale maintains through its vast research that the secret to sales success is not relationship selling . Saletaking control of the customer conversation the challenger sale taking control of the customer summary description of situational sales negotiation the challenger sale taking control of the customer conversation matthew dixon and brent adamson p cm. The challenger sale is a well written step by step guide to engaging potential customers through business insights it successfully challenges some premises behind solution selling eg the customer knows his or her challenges relationship building and product focused sales pitches lead to sales that lead to little competitive . The title of the book the challenger sale taking control of the customer conversation is a book that has a lot of research that support the challenger sales person is one that has the most success in selling. The challenger sales model is an approach to sales that is tailored to how the challenger teaches tailors and takes control the challenger sales model believes with the right training coaching and sales tools all reps even those falling into one of the other four categories can take control of the customer conversation like a challenger
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