Chapter 7 of "The Challenger Sale" is about taking control of the sale. This chapter emphasizes the importance of maintaining momentum throughout the sales process and being comfortable discussing financial aspects. It suggests that salespeople should be able to push back on discounts, a confidence that comes from having created value by teaching the customer something new. The chapter also highlights the role of Challengers in guiding the customer through the complex buying process and advising them on who needs to be involved. This approach is about leading the customer, not just responding to their needs.

The Challenger Sale: Taking Control of the Customer Conversation

How do you make your voice heard in a world of complex deals and risk-averse customers? How can you maintain contro...

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