Question
The theories in 'The Challenger Sale' challenge existing sales paradigms by suggesting that the traditional relationship-building approach is not the most effective for complex, large-scale business-to-business solutions. Instead, it proposes a 'Challenger' model where salespeople use their deep understanding of a customer's business to push their thinking and take control of the sales conversation. This approach challenges the customer's assumptions, offers unique perspectives, and leads to value-added solutions. This is a shift from reactive problem-solving to proactive insight-selling, which can be a game-changer in solutions selling.
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Top performers are incredibly valuable in Solutions Selling. In a transactional-selling environment, the performance gap between average and star performers is 59%. In solutions selling, the gap widens dramatically to almost 200%. There is huge value in narrowing the performance gap between the core and the top performers. Getting someone halfway from good to great results in a 100% performance improvement. If the core is left unattended, they will fall behind to a point where they can't execute solutions sales at all.
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