It’s when we look at the high performers, the “all-stars”, that we see a difference. One important note: the middle of the pack salespeople (core performers) are an even representation of all demographics. Not afraid to “push” customers on price and their way of thinking.
![the challenger sale summarized.pdf the challenger sale summarized.pdf](https://slideplayer.com/slide/6000053/20/images/3/Executive+summary+Customers+don’t+need+you+the+way+they+used+to..jpg)
Posses a deep understanding of their customer’s/client’s business.
#The challenger sale summarized.pdf how to
What the authors of The Challenger Sale have done is taken a hefty volume of research, posited a theory based on said research, and given step-by-step instructions on how to implement this new theory into a sales team.
![the challenger sale summarized.pdf the challenger sale summarized.pdf](https://demo.pdfslide.net/img/380x512/reader018/reader/2020010904/563dbbc6550346aa9ab02954/r-1.jpg)
Luckily, The Challenger Sale has both of these.
![the challenger sale summarized.pdf the challenger sale summarized.pdf](https://demo.pdfslide.net/img/380x512/reader018/reader/2020010904/563dbbc6550346aa9ab02954/r-2.jpg)
Maybe it’s me, but I find that it’s really important for business books to hit two criteria: present new ideas and actionable steps. Too often, I start a promising business book with high hopes of gaining some new, valuable insight only to close the book disappointed.