Negotiating and taking control in challenger sales are two different aspects of the sales process.
Negotiating refers to the process where both the seller and the buyer try to reach a mutually beneficial agreement. It involves discussions about the price, terms, and conditions of the sale. The goal of negotiation is to close the deal with terms that are acceptable to both parties.
On the other hand, taking control in challenger sales is about leading the customer through the sales process. It involves teaching the customer about the product or service, guiding them on how to buy it, and coaching them on who needs to be involved in the decision-making process. The goal of taking control is to maintain momentum across the sales process and ensure that the customer makes a purchase.
While both are important, they serve different purposes in the sales process.
How do you make your voice heard in a world of complex deals and risk-averse customers? How can you...
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