![]() The hard worker, the relationship builder, the lone wolf, the problem solver, and the challenger. The Challenger sales approach is based on research into attitude and behavior by the authors that found that there are five main types of sales rep. Coaching non-challengers with the methodology.Why challenger-type sales reps should be emulated.The five types of sales reps, according to the Challenger model.This methodology is based on a few key points, so in this article we’ll focus on: With the Challenger model, your sales team should take control of the sale during the sales cycle and lead their prospects to solutions.ĭixon and Adamson are of the belief that this role is more effective and time-efficient in closing complex sales than spending lots of time building a relationship with their lead. Instead, the Challenger methodology is based on encouraging your salespeople to emulate the behaviors of high-performing “challengers” by being problem solvers who take initiative. What separates the Challenger sales model from other methodologies is that it doesn’t focus on or encourage building relationships with potential customers. ![]() Our analysis of popular B2B sales methodologies now brings us to the Challenger sales model, devised by Matthew Dixon and Brent Adamson in their book, The Challenger Sale. ![]()
0 Comments
Leave a Reply. |
AuthorWrite something about yourself. No need to be fancy, just an overview. ArchivesCategories |