Challenger Sale Tip: Don’t Sell Solutions

In the day and age where the conventional wisdom of selling has migrated from product selling to solution selling, I would like to provide a different perspective on the topic, particularly for the aspiring Challengers.

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1 Word that Undermines Your Value

Is making phone calls a part of your profession? Do you find that getting returned phone calls is increasingly more difficult? If you answered “Yes” to either one of these questions, you may be undermining your value and credibility with a single word. Take a minute before reading further to review what your typical message […]

Sales: Those that can’t close, can’t open

Ever get bad advice? I read a post this morning that struck me as such as it advised 3 Questions Sales People Should Ask Every Prospect. The three questions [taken from a longer ‘disqualification checklist’ of questions] recommended asking the following questions of every prospect: 1. What is your biggest [YOUR INDUSTRY] related challenge? 2. Why is […]

Challenger Tip: Practice what you preach when coaching

Sales Leaders were gathered around the conference table to debrief the progress of each respective team’s reps in The Challenger Sale. There were some great successes shared, with one story of a Relationship Builder who was consistently ranked last, rising to #1 for the last 7 consecutive months. All because she changed her behaviors. The […]

Sales: Beware of False Positives

What are False Positives? As a term often used in the medical community, a False Positive is defined in the Medical Dictionary as, ‘A result that indicates that a given condition is present when it is not. An example of a false positive would be if a particular test designed to detect cancer returns a […]

Challenger: Reframing the Reframe

Whether you are in the process of becoming a Challenger organization, or just about to implement Challenger, you will quickly recognize that one of the most important aspects is the Reframe. Not surprisingly, it is the area your reps will likely find most difficult. The reasons are perhaps different from what you might think. According to […]

Implementing the Challenger Sale, Visually

Making a Powerful Impact, Visually In January 2012, I was giving a keynote address on becoming a ‘Challenger’ to a room full of highly competent sales reps, who were self-described as Relationship Builders in their selling approach. In fact, this approach was reinforced by the whole organization as it had been centered around relationship building […]

Challenger Sale: Change Your Trajectory

Have you ever experienced planting your lawn by seed rather than laying sod? If so, you are likely familiar with the concern you feel after seeing no growth nor signs of life after the first week. This leads to subsequent doubts, which come to you in the form of questions such as, “Is this working?” […]