The Lone Wolf: The Lone Wolf is a high performer but not necessarily a team player.The Hard Worker: The Hard Worker strives to get better in their role but doesn’t necessarily focus on the customer’s value drivers.Remember the three T’s: You teach them something valuable, tailor the sales pitch, and take control over the conversation. You understand what brings them value and leverage that information to deliver an irresistible pitch - and to tactfully pressure them. The Challenger (you): As a Challenger, you offer a new perspective to your prospect and don’t shy away from conversations about money.
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The authors clarify that you can exhibit qualities of all types. Though they all have distinct qualities, these categories aren’t mutually exclusive. As a Challenger, you’ll have an in-depth understanding of your prospect's business and push back at the right moment to drive the customer toward making a decision.Īdamson and Dixon don’t just talk about Challengers in the book - they also go over four other types of sales reps.
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Rather than being apologetic about trying to sell to the customer, you’ll own the conversation.
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It means approaching sales differently than you might’ve in the past. That means teaching prospects about their situations, tailoring their communication to suit specific prospects, and taking control of a sale. The Challenger Sales model is a sales methodology that encourages reps to emulate certain high-performing salespeople - or 'challengers' - when executing their sales processes.