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

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    

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About The Author

John DiJulius

John R. DiJulius is a best-selling author, consultant, keynote speaker and President of The DiJulius Group, the leading Customer experience consulting firm in the nation. He blogs on Customer experience trends and best practices.