Rep fall into five distinctive profiles - the Hard Worker, the Relationship Builder, the Lone Wolf, the Reactive Problem Solver, and the Challenger.The value in narrowing the performance gap halfway from good to great results in a 100% performance jump. In solutions selling, the gap widens dramatically to nearly 200%. In transactional-selling, the performance gap between average and star performers is 59%. Top performers are incredibly valuable in Solutions Selling.
This has made selling much more challenging than before. Solution Selling has led to increased complexity and risk for the customers who increasingly seek consensus-based sales, demand customization, hire third-party consultants and shift a part of the risk to the supplier.This model was driven by suppliers seeking to escape the pressure of being commodified by making it harder for competitors to replicate their offerings. Solution Selling is the shift from transactional sales of single products to creating bundled-offerings based on consulting.
Read this book to unlock the clear-cut strategies that build Challenger behaviors across the entire sales force and make them a part of your organizational DNA. How do you make your voice heard in a world of complex deals and risk-averse customers? How can you maintain control to ultimately win customer loyalty and drive sales growth?Ĭontrary to traditional wisdom that places emphasis on nurturing relationships, Adamson and Dixon reveal the winning skills and behaviors behind The Challenger Sale: Taking Control of the Customer Conversation.
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