Challenger Selling
Challenger Selling is a sales methodology that focuses on challenging a customer’s thinking and assumptions, and providing them with new insights and ideas to help them improve their business. The Challenger Selling model is based on the premise that customers are looking for partners who can bring new ideas and insights to the table, rather than just selling them a product or service.
The Challenger Selling model involves the following key steps:
- Teach: Sales professionals begin by teaching customers about their industry, their business, and their challenges. This involves sharing insights and research that can help the customer better understand their own business and identify areas for improvement.
- Tailor: Once the sales professional has a better understanding of the customer’s business and challenges, they can tailor their approach to meet the customer’s specific needs. This may involve customizing the solution or presenting a new idea that addresses a particular pain point.
- Take control: In the Challenger Selling model, the sales professional takes control of the conversation and challenges the customer’s assumptions. This involves asking tough questions and pushing back when necessary to help the customer see things in a new light.
- Build consensus: The sales professional works to build consensus among the customer’s stakeholders by engaging them in the conversation and addressing their concerns. This helps to ensure that everyone is on board with the proposed solution and committed to making it work.
- Close: Finally, the sales professional closes the deal by helping the customer see the value in the proposed solution and how it will help them achieve their goals.
The Challenger Selling model is effective because it focuses on adding value to the customer by challenging their thinking and providing new insights. By doing so, sales professionals can build trust and credibility with their customers, and position themselves as valuable partners rather than just sellers of products or services.