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075: The Challenger Sale: Taking Control of the Customer Conversation



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Chief Revolution Officer John DiJulius of the DiJulius Group talks with Matthew Dixon, the best-selling author of The Challenger Sale: Taking Control of the Customer Conversation (Portfolio/Penguin 2011), which was a #1 Amazon and Wall Street Journal bestseller that has sold nearly a million copies worldwide and has been translated into a dozen languages.

You will learn:

What a Challenger Sale is and how it has one of the most important advances in selling in many years The 5 types of sales reps The 3 T’s of a Challenger You need to be challenging your customer’s assumptions and not making them think, “Huh, I never thought about it that way before,” Stop leading with what you and your company do and start leading with a compelling story about their business, and teach them something new. Resources mentioned:

The Challenger Sale: Taking Control of the Customer Conversation

Matthew’s newest book, The JOLT Effect: How High Performers Overcome Customer Indecision, will be released by Penguin in September 2022

http://dmcinsight.com/

The Customer Service Revolution Podcast

Customer Experience Executive Academy

Customer Experience Executive Online Academy

If you enjoyed this episode, we’ve created a PDF that has all of the key information for you from the episode. Just go over to our podcast page at https://thedijuliusgroup.com/the-customer-service-revolution-podcast to download it.

Episode Credits

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Management
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