As a Challenger, you’ll have an in-depth understanding of your prospect's business and push back at the right moment to drive the customer toward making a decision.Īdamson and Dixon don’t just talk about Challengers in the book - they also go over four other types of sales reps. Rather than being apologetic about trying to sell to the customer, you’ll own the conversation. It means approaching sales differently than you might’ve in the past. That means teaching prospects about their situations, tailoring their communication to suit specific prospects, and taking control of a sale. The Challenger Sales model is a sales methodology that encourages reps to emulate certain high-performing salespeople - or 'challengers' - when executing their sales processes.
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