The Challenger Sale

Came here to recommend the Challenger Sale

Crossing the chasm, repeatable revenue the challenger sale, start with why

Challenger sale

I can't say that I've actually applied a lot of what's in The Challenger Sale yet, but I really liked the book, and it just feels right on some intuitive level. I'm intrigued enough that it's something I'm making a pointed effort to integrate into my approach.

I'm a fan of The Challenger Sale, The New Solution Selling and all three books by Jeff Thull: Mastering The Complex Sale, Exceptional Selling and The Prime Solution. I really like Thull's approach, especially his "always be leaving" mindset, as opposed to the old "always be closing" idea. Thull's thinking is much more focused on providing an authentic and honest experience, and genuinely trying to help the customer - as opposed to stuff about how to "trick" the customer into saying yes. I also like a lot of what I've read from Jeffrey Gittomer and Grant Cardone. Oh, and The Ultimate Sales Machine by Chet Holmes as well. He (Chet H.) did a series of videos with Anthony Robbins that is really good. I really recommend watching those.

There are 3 books you should read: SPIN Selling. The Challenger Sale. The Charisma Myth. In that order. You will learn so many jedi mind tricks. Yes, there is such a thing as sales. But do yourself a favor and don't sell shitty products. There's a wide range of incomes among people selling the best products, and the difference is stuff you can at least read about in those books.

There have been several worthy recommendations in this string. Keep in mind, the more you read-- the more data you compile and master the subject. Here are a couple not already mentioned-- The best book I've read in ages on prospecting and business development, New Sales, Simplified by Mike Weinberg. If you read nothing else, Chapter 14: Planning & Executing the Attack is pure protein! http://www.goodreads.com/book/show/15863998-new-sales-simpli... (http://www.goodreads.com/book/show/15863998-new-sales-simplified) Here's a video presentation by Matt Dixon on The Challenger Sale. It's a bit long, just over an hour. But give it 15 minutes-- you'll see it's solid material. Good insights on how marketing supports & equips sales. Read the book! https://www.youtube.com/watch?v=bSfE8zZUoMc