In typical solutions sales training, reps are taught to be investigators: to question and learn from their customers what’s most important to them so they can offer solutions. These are the fundamental activities of the Challenger Selling Model. These attributes reflect three key abilities that define Challengers:ġ) Teaching: With their unique perspective on the customer’s business and communication ability, Challengers can teach for differentiation (differentiate themselves from the competition) during the sales conversation.Ģ) Tailoring: Because they know the customer’s economic and value drivers, they’re able to tailor for resonance, delivering the right message to the right person.ģ) Taking control: They can take control of the sale because they’re comfortable discussing money and pushing the customer.
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