The Challenger Sale: Taking Control of the Customer Conversation

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the_challenger_sale.jpg

The Challenger Sale: Taking Control of the Customer Conversation

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The challenger sales model is a novel method of customer interaction. Statistical data show that “relationship builders” focus too much on customers and are less effective than “challengers”. Challengers are assertive (but not aggressive), and always aim to challenge customers’ old ways of thinking. They aim to teach customers about their novel solution, destroy the customer’s old paradigms, and provide fresh insights. It’s not about what you sell, but rather how you sell.

“The real question isn’t how to stop reps from being too assertive, but rather how to get them to be assertive enough.”

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