Friday, Aug 8 2014 8:30AM to 11:00AM

Monthly BIG Ideas Exchange

Location: Goodmortgage.com, 3325 South Tryon Street, 28217

http://www.goodmortgage.com/directions/

8:30 am to 9:00 am Continental breakfast and networking
9:00 am to 11:00 am Book Discussion

Free to Members and Guests of BIG: RSVP to terry@bigcouncil.com or register below.

Book: "The Challenger Sale" by Matthew Dixon and Brent Adamson

Learning Objectives:
• Discover the secret to sales success
• Learn how to distinguish a “Challenger” sales rep
• Brainstorm ways to implement the “Challenger” sales technique to your company

 Book Link: http://www.executiveboard.com/exbd/sales-service/challenger-sale/index.page

Overview:
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

William Jungermann will facilitate this engaging discussion.

 During this roundtable we'll:

· share our own experiences in this area in our businesses
· share best practices from our own personal experience or from industry thought leaders
· share ideas on how to improve the area within our businesses to fuel growth

Note: We are looking for people to facilitate book discussions, so please don’t hesitate to contact me if there is a book that you’re passionate about and would like to share with the group. The meetings take place the second Friday of every month. Thanks!