![]() ![]() ![]() Gradual intensification of the problem, both in degree and closeness to the customer (Discussion) Emotional Impact Psychological features of the problem, or presence in the individual’s workflow, humanizing the problem (Discussion based on Emotional INtelligence)Ī new framework for addressing the problem-implicitly tied to your value proposition (Discussion) Your Solution and Implementation Map Map of supplier services or solutions linked back to key teaching points highlighted path to implementation (Discussion)ġ4 Old World: Process Focused New World: Judgment Oriented Teaching Tailoring Taking control of the customer conversationīuild insights into teaching conversations Don’t forget the emotional component of a well-designed teaching pitch Tell a compelling story with real drama and suspense (HBR Guide To Persuasive Presentations)īuilding credibility by reading prospect’s mind, demonstrating empathy, giving new information (Open, Greeting, New Information) Reframe First, reframe an unrecognized problem, need, or assumption (Recap and Purpose) Research from the Corporate Executive Board, as indicated in The Challenger Sale, shows that in the current business environment, customers don’t always know what they don’t know and crave insights that can help them run their businesses more effectively and efficiently.ĩ The most powerful sales approaching is based on: Reliably responds to internal and external stakeholders Ensures that all problems are solved Detailed-orientedīuilds strong advocates in customer organizations Generous in giving time to help others Gets along with everyoneĨ Relationships are not necessarily the key to success Understands the customer’s business Loves to debate Pushes the customerĥ The Lone Wolf Follows own instincts Self-assured Difficult to control Self-motivated Interested in feedback and developmentĤ The Challenger Always has a different view of the world The Lone Wolf (18%) The Reactive Problem Solver (14%) The Relationship Builder (21%)ģ Hard Worker Always willing to go the extra mile Doesn’t give up easily 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.2 Five Sales Types The Hard Worker (21%) The Challenger (27%) Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. 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. 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. And what they discovered may be the biggest shock to conventional sales wisdom in decades. 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. ![]()
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