![]() How to apply the Challenger sale methodology.How to adopt the Challenger sales methodology in five Steps.Using "Reframe" to turn your sales team into Challengers.What are the pros and cons of the Challenger sales methodology?.How can businesses benefit from Challenger selling?.To summarize, in this piece we are going to look at: So, is the Challenger sales methodology the answer to these new buying behaviors? If they reach out to a sales rep, they are most interested in their purchase experience and the answer to ‘why’ they should buy-rather than ‘what’ they should buy. Yet, rather than feeling confident in their purchase path forward, buyers are becoming overwhelmed by the seemingly endless good choices and need help making a decision. Because of this power, most prospects already know what's out there. Buyers are inundated with and have access to high-quality information readily available on the internet. The prospects aren’t as interested in being told about the product features and benefits, as they already know about them from their own research. It’s in this environment where the Challenger sales model shines. The study shows that prospects, based on their own research and learning, are coming into a selling environment with preconceived ideas about what features they want and how much they’re willing to pay. Gartner’s research found that by the time a customer contacts a sales rep, they’re roughly 57% of the way through the purchase process. Research from Gartner highlights a growing trend in the customer buying journey. ![]() What does “The Challenger Sale” say about customer conversations? Instead, they argue that sales reps who take control of a sale and teach their prospects how to solve their problem are more successful than sales people who spend long amounts of time building a relationship with their lead. ![]() The authors say that when it comes to top-performing sales reps, building relationships is the least effective strategy in closing sales. However, the authors of “The Challenger Sale”, Matthew Dixon and Brent Adamson, have different ideas, which they explain through their challenger sales model. Many sales strategies would lead you to believe that building relationships with prospects is an integral part of the sales process. ![]()
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