The Challenger Sale: Taking Control Of The Customer Conversation (2011) - Plot & Excerpts
"The Challenger Sale, How to take control of the consumer conversation" provided me a great insight about what customer looks for and what they value most. This is great guide for all the sales people and think about completely new way of selling - one who wants to innovate sales process. Lot of good info. Only thing which I could see bad about this is, lot of repetition and size of book can be considerably reduced if repetition is removed. This book had some good information and changed the way I think about selling, business, and conflict. It could have made it a little more clear what we were supposed to do with the information, but the information was good. I realize that I am not much of a challenger, not as much as I could and should be. It isn't too far from my natural style of interaction so I will try to employ the challenger's tactics in the future. The problem with this book is that it should only be about 1/3 the length it is. I understand that adding examples, restating important points and reinforcement of concepts is valuable to understanding and retention, but come on… this book makes the same point over and over and over. It became painful to continue knowing that the point it just made was going to be reinforced a minimum of 2 more times, and often more than that. I'm sure that fact had to do with filling the pages to sell a respectable-sized book than writing more to add value. So I give it 3-stars. The content deserves 4 but the writing makes it much more painful to suffer through than it should be.
What do You think about The Challenger Sale: Taking Control Of The Customer Conversation (2011)?
Nothing new but well established principles and techniques well presented.
—Jabbers23
Coming back into a sales roles after 8-yrs, this is a very useful model.
—7munny
Really some good new ideas about sales....and about time.
—vivien
