The popular conception of a salesperson is that of a congenial, go-along-to-get-along, back-slapping type of personality. After all, you buy from those you like, right? Matthew Dixon and Brent Adamson’s The Challenger Sale upturns these assumptions.
The authors’ voluminous research actually proves that the most effective salespeople challenge the core assumptions of their prospects fearlessly and frontally, changing their pre-conceptions in such a way as to better position the product they are selling. This is not just a heady observation, but also an actionable path to rethinking the marketing/sales conversation.
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Contributor: William Gadea from idearocketanimation.com