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The book 'The Challenger Sale' doesn't provide specific case studies or examples. Instead, it presents a sales approach based on the Challenger model. This model suggests that successful salespeople challenge their customers with new insights about their business and guide them towards a solution. They maintain control of the sale by teaching the customer something they didn't know before and coaching them through the buying process. The broader implication is that this approach can lead to greater sales success, especially in complex sales environments.
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Taking control of the sale boils down to two things: the ability to maintain momentum across the sales process and comfort with discussing money. The ability to push back on discounts comes from the confidence based on having created value by teaching the customer something they did not know before. Challengers take control by teaching the customer the process of buying a complex solution and coaching the customer on who needs to be involved.
Asked on the following book summary:
How do you make your voice heard in a world of complex deals and risk-averse customers? How can you maintain control to ultimately win customer loyalt...
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