The following link (Challenger Choreography) will provide you with a great visual resource that I developed for my sales teams based on the Challenger Sales choreography. This will not only visually illustrate rep’s natural tendency to talk about products with their features and benefits, but also aids in identifying where teaching versus listening and asking questions takes place.

Jeff Michaels is a Sales & Marketing Executive that has worked with executives, leaders, & teams for 25 years to create repeatable success regardless of industry, economy or circumstance.