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The Challenger Sales

Its all about how you sell and not just what you sell !!!
The 5 Profiles of Sales Professionals
Hard Worker Challenger Relationship Builder
•Always goes the extra mile •Always has a different view of •Builds strong customer
•Doesn’t give up easily the world advocates

•Self-motivated •Understands the customer’s •Generous in giving time to


business help others
•Interested in feedback and
development •Loves to debate •Gets along with everyone
•Pushes the customer
Low complexity
Lone Wolf Problem Solver winner
•Follows own instincts •Reliably responds
•Self-assured •Ensures that all problems are
High complexity
solved winner
•Independent
•Detail oriented
Challenger sales…Why???
 Major competition is customers are capable of learning
on their own

 Availability and ease of data

 Customers usually contact sales reps when the decision


is approximately 60% over
Challenger sales…What???
 Driving growth by taking control of the customer
conversation

 Sales reps can succeed only when they are innovative


and add value to the customer conversation

 Challenger sales is lot more than building relationship


with customers
Challenger sales…How???
 The conversations should be insightful and teaching
oriented

 Should have details which customers don’t have access


to – internet, magazines etc.

 Status is unacceptable and they strive for betterment


Challenger sales funnel…

•Knows customer
Tailor
Teach value drivers
•Offers unique •Can identify
perspective economic drivers
Take
•Two-way Control
communication •Is comfortable
skills discussing money
•Can pressure the
customer
Build Constructive Tension
Call Structure – Six Steps

 Greeting

 New Information

 Opening

 Recap and Purpose

 Discussion and Creating Value

 Summary and Close


Call Structure – Six Steps
1. Greeting
 Set tone of the meeting and build rapport (The Warmer)
2. New information
 Provide new, relevant information to enhance the source credibility
and expertise. (The Warmer)
3. Opening
 A well-planned statement to create interest in the proposal, insights,
and solutions (The Warmer)
4. Recap and purpose
 Recap what challenges and problems will be addressed, and state the
purpose of the call. (Reframe)
Call Structure(Contd…)
5. Discussion and Creating Value
 Move prospects from desire to conviction that our solutions are the
best ones.
 Dealing with objections & Conditions
 Discussion tactics – Create Value (Rational Drowning, Emotional
Impact, and Value Proposition)

6. Summary and close


 Summarize key points – no more than three – and ask for the
order. No ask, no order. (Your Solution and Implementation Map)
The Challenger Sales

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