![the challenger sale methodology the challenger sale methodology](https://emtemp.gcom.cloud/ngw/globalassets/en/sales-service/images/infographics/challenger-sale-sense-making.png)
It's also hard to learn how to influence, be charismatic, etc. The issue here is that question based selling is hard for most to learn. There are far better question based ways of helping people see them. There is one rather big premise I do agree with: many people are unaware of their problems. They got desperate, and in a fit of rage, started to shout at customers. So why does this weird book even exist? I think it stemmed from people trying to sell stuff no one wanted or needed. Their outbound leads never went anywhere. The only leads they closed were inbound who were ready to buy. He also 'tell sold' and chastised my search for the best questions to ask.
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I think I once had a sales manager who read this because he always asserted he knew the clients business better then they did. Listen to that and you'll experience just how offputting this stuff can be to most people. The last part of the book contains a chapter that uses the Challenger method to push people to buy the program. I'm grateful this was not the first sales book I read - my career would have suffered. 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.
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Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force.
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The things that make Challengers unique are replicable and teachable to the average sales rep. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. They tailor their sales message to the customer's specific needs and objectives. 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. 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. And what they discovered may be the biggest shock to conventional sales wisdom in decades.īased 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 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. The best salespeople don't just build relationships with customers. 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.