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They are known for their focus on post-Sales follow-ups to ensure that service issues are addressed and solved quickly and thoroughly. Reactive Problem Solvers are considered highly reliable and detail-oriented from the customers' perspective. Ironically, while most Sales programs are designed to create and encourage Relationship Builders, it is the least effective of all of them. These sellers are very generous with their time, do everything they can to meet customers' needs, and work diligently to resolve any tensions that arise in the commercial relationship.
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#The challenger sale book professional
Relationship Builders focus on developing strong personal and professional relationships throughout the customer organization. Here are the five seller profiles ranked from least to most effective: Each profile describes a sales rep's natural tendencies in regards to how they interact with people and the profiles are not mutually exclusive. With that statistic in mind, are you more likely to consider a new approach for your Sales team ?Īccording to the research, there are five different profiles that categorize B2B Sales reps by the skills and behaviors that they use while interacting with customers. That means the sales reps for your company are playing the largest part in determining whether your customers will be loyal to your brand or not. In this study, a notable finding was that 53% of customer loyalty is based on the Sales experience that the customer received - as opposed to price, quality, or branding like many companies assume. One of the key studies cited in The Challenger Sale is also one of the largest Sales studies that has ever been conducted.
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While Dixon and Adamson note that certain characteristics of top performing salespeople are timeless, the most effective approach to selling today is far different than what worked in the past. The average consumer is much savvier than they were 20 years ago, yet companies continue to train their employees to use Sales strategies that are completely outdated. In preparation for this book, the authors researched over 6,000 salespeople and over 90 companies across a wide variety of industries to identify the exact characteristics and tactics that top performing Sales reps use in order to create a system of selling that anyone can replicate. In The Challenger Sale, Matt Dixon and Brent Adamson explain the ideas and strategies that drive the most successful Sales teams in business today.