I'm about half way through The Challenger Sale. The last thing I need is another book on selling. But there are some breakthrough books that set the bar higher. Spin Selling did. Pitch Anything did.
Of the (close to) 1,000 books on selling I've read, this is already in the top three.
So far, one of the things that has struck me is that, after doing research in 2009 during the terrible recession, the "relationship" type salesperson was getting the worst results. And the salesperson that completely matched the product/service to the prospect's business, was killing it.
And for selling online services to business owners, it's a must. It's similar to Spin Selling, in that it is based on tons of research, but takes the training a step further, I think. It's useful for higher end sales. Anyway, for less than $20, your eyes will open wider.
I'm not reading the book, I'm studying it.
The Challenger Sale: Taking Control of the...
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