The Challenger Sale
Sales
Adapt the core elements of the Challenger Sales Model in your business
from The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon, Brent Adamson
How to Apply This
-
Ensure the three pillars of the Challenger Sales Model are used as a combination and not separately.
-
Build your organizational capabilities:
- Teaching Pitch Teach – Offer the customer unique perspectives, utilizing strong communication skills to teach for differentiation.
- Tailor Messages – Utilise Business Intelligence (BI) and research to support Challengers in tailoring messages to different customers and industries
- Teaching Messages – Provide powerful messages that resonate with different stakeholders so your Challenger representative can take control of the sale
-
Don’t rush the transition to the Challenger Sales Model
The Challenger model requires a change to organizational capabilities as well as individual representatives’ behaviors and skills, so it may fail if adopted overnight.
Why Use Mentorist?
- Track your progress and build lasting habits
- Get personalized reminders to stay on track
- Access hundreds of book summaries with actionable steps
- Transform knowledge into action in just 15 minutes a day
Ready to Take Action?
Download Mentorist to track your progress, get personalized reminders, and turn this insight into a lasting habit.