Super Agent

Read a Book

Setting time aside to devote to professional development can be difficult, but it is certainly necessary. The developments of the Kindle and IPAD have certainly made the ability to possess several books much more comfortable, especially when travelling to and from client visits.

So what should we read? Effective libraries tend to focus on two things: How to run your business better and how to help your clients better.

One of the best books of 2015 was The Challenger Customer, written by the same authors of The Challenger Sale.

The Challenger Customer provides sellers insights into buyers, not surprisingly there is a lot that sellers need to learn. While we’ve incorporated a lot of what we read in this book into our trainings over the past several months, we’ve only just scratched the surface. For this reason, we strongly recommend that you read it for yourselves.

Some key takeaways that you may find exceedingly helpful include:

- Understanding who in the organization you should target as your champion. You may be surprised it’s not necessarily the person most eager to work with you.

- How messaging to prospects has got to change. Creating effective messaging has become even more important than it was in the past. Your messaging has to create insight and teach your prospects something new about their business and how they may be focusing on the wrong issues and yes, even doing things wrong!

- Understanding how buyers buy. We know that there are more stakeholders at the buying table. Understanding how to engage with a team of buyers as well as how to build a consensus is going to be critical to your future success.

These takeaways are a few of the insights you’ll gain by reading The Challenger Customer. It is packed not only with great insights, but a ton of research. The book shares the research gained through the Corporate Executive Board, a multi-million dollar, multi-national insight and technology company. The CEB has the resources available to conduct surveys and studies that we can all benefit from.

If you’re looking for a great book which will provide you insights into how buyers buy today- The Challenger Customer is strongly recommended.

Let us know what you think!

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