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1. SUMMARY: The Challenger Sale: Taking Control of the Customer Conversation: BY Matthew Dixon & Brent Asamson | The MW Summary Guide (( Sales & Selling, Business Skills, Prospecting, Negotiation ))
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An Easy to Digest Summary Guide... >> BONUS MATERIAL AVAILABLE INSIDE <<If you're looking for alternative methods to heal from certain diseases or you're simply looking to recharge your mitochondrial health for a more energizing life experience, you're going to want to read this one..
The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply.
Maybe you've read the original book but would like a reminder of the information? Maybe you haven't read the book, but want a short summary to save time? Maybe you'd just like a summarized version to refer to in the future?
In any case, The Mindset Warrior Summary Guides can provide you with just that.
Lets get Started. Download Your Book Today.... NOTE: To Purchase the "The Challenger Sale"(full book); which this is not, simply type in the name of the book in the search bar of Amazon
2. Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
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Fanatical Prospecting The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling Telephone EmDescription
Ditch the failed sales tactics, fill your pipeline, and crush your number
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business developmentprospecting.
The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.
Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.
This book reveals the secrets, techniques, and tips of top earners. Youll learn:
- Why the 30-Day Rule is critical for keeping the pipeline full
- Why understanding the Law of Replacement is the key to avoiding sales slumps
- How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection
- The 5 Cs of Social Selling and how to use them to get prospects to call you
- How to use the simple 5 Step Telephone Framework to get more appointments fast
- How to double call backs with a powerful voice mail technique
- How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond
- How to get text working for you with the 7 Step Text Message Prospecting Framework
- And there is so much more!
Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.
In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. Youll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.
Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
3. The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
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The Challenger Customer Selling to the Hidden Influencer Who Can Multiply Your ResultsDescription
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isnt enough. Your success or failure also depends on who you challenge.Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out thats the last person you need.
Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. Thats simply human nature; its much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB researchbased on data from thousands of B2B marketers, sellers, and buyers around the worldthe highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be?
The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers dont: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salespersons inability to get an individual stakeholder to agree to a solution. More often its that the stakeholders inside the company cant even agree with one another about what the problem is.
It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers.
The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
4. The Challenger Sale: Taking Control of the Customer Conversation
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The Challenger Sale Taking Control of the Customer ConversationDescription
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. 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 average sales performance, only one-the Challenger- delivers consistently high performance.
Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.
The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
5. To Sell Is Human: The Surprising Truth About Moving Others
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To Sell Is HumanDescription
Look out for Daniel Pinks new book, When: The Scientific Secrets of Perfect Timing#1 New York Times Business Bestseller
#1 Wall Street Journal Business Bestseller
#1 Washington Post bestseller
From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives.
According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.
But dig deeper and a startling truth emerges:
Yes, one in nine Americans works in sales. But so do the other eight.
Whether were employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, were all in sales now.
To SellIs Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind,Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds.
Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.
6. SPIN Selling
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Great product!Description
SPIN Selling7. Summary of Mathew Dixon and Brent Adamson's The Challenger Sale
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PLEASE NOTE: This is a summary, analysis and review of the book and not the original book.Matthew Dixon and Brent Adamson's insightful book, The Challenger Sale: Taking Control of the Customer Conversation offers the results of their research on thousands of sales reps and the best way to sell.
This SUMOREADS Summary & Analysis offers supplementary material to "The Challenger Sale" to help you distill the key takeaways, review the book's content, and further understand the writing style and overall themes from an editorial perspective. Whether you'd like to deepen your understanding, refresh your memory, or simply decide whether or not this book is for you, SUMOREADS Summary & Analysis is here to help. Absorb everything you need to know in under 20 minutes!
What does this SUMOREADS Summary & Analysis Include?
- Executive Summary of the original book
- Editorial Review
- Key takeaways & analysis of each section
- A short bio of the the authors
In "The Challenger Sale," Dixon and Adamson dig through mountains of research on thousands of sales reps to find what makes some reps exceptional performers in a complex sales environment. Their findings are conclusive: the best sales reps challenge customers to think differently about their business and push them to act on needs they didnt know they had. Packed with proven insights and practical guidelines for implementing the Challenger Sales Model, this book is the harbinger of a sales revolution that is long overdue. "The Challenger Sale" is a must-read for any salesperson, team leader, or senior executive.
BEFORE YOU BUY: The purpose of this SUMOREADS Summary & Analysis is to help you decide if its worth the time, money and effort reading the original book (if you havent already). SUMOREADS has pulled out the essencebut only to help you ascertain the value of the book for yourself. This analysis is meant as a supplement to, and not a replacement for, "The Challenger Sale."
8. Summary of Matthew Dixon and Brent Adamson's The Challenger Sale: Taking Control of the Customer Conversation
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NOTE TO READERS:This is a summary and analysis companion booked based on The Challenger Sale: Taking Control of the Customer Conversation by by Matthew Dixon & Brent Adamson. We strongly suggest you purchase the original book too.STOP! I have a few IMPORTANT questions for you:
Are you ready to become a superstar salesman?
Do you want the researched knowledge to create a go-getter sales team?
And most importantly, are you ready to increase your precious customer conversions by 100%?
THEN THIS BOOK IS FOR YOU! Brief Books presents you with a detailed summary and analysis of Matthew Dixon and Brent Adamson's The Challenger Sale: Taking Control of the Customer Conversation. Enjoy a thorough condensation of the original book that has been a best seller on Amazon and the Wall Street Journal. Take control of your customer sales! You'll learn and enjoy tantalizing information like:
How to make your customers THINK by delivering new and innovative ideas to help the them achieve more success
The importance and logic behind new customer trends, like customization and the use of third-party consultants.
How to train your sales team to go above and beyond when it comes to selling.
The 5 kinds of sales representatives, and which ones are the best.
and so much more! Read it TONIGHT, and be a better salesman by TOMORROW!
9. Challengers of the Unknown by Jeph Loeb & Tim Sale
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Time has finally caught up with the Challengers of the Unknown. The world seems to have passed them by, and they are now relics, curious artifacts and faded celebrities. All that changes when their fabled mountaintop headquarters blows up and the quartet suddenly find themselves on trial for their lives. So begins the most audacious case of their careers.This graphic novel is the first creative pairing of writer Jeph Loeb and artist Tim Sale, whose highly regarded partnership would give way to legendary works including BATMAN: THE LONG HALLOWEEN, SUPERMAN: FOR ALL SEASONS and CATWOMAN: WHEN IN ROME. Collects CHALLENGERS OF THE UNKNOWN #1-8.
10. The Challenger Sale (Chinese Edition)