12/3/2023 0 Comments Clarify capital inside sales repSales management can use a “Reframe” method to help sales reps start to think like teachers, instead of relationship builders. It can mean breaking down everything they thought they knew about selling and putting them into a teaching role instead, this is a great way to go about Challenger training. Getting your team to adopt the Challenger sales methodology is easier said than done. Using “Reframe” to turn your sales team into Challengers Here’s a relevant quote from the Challenger sales book. It captures a prospect’s assumptions or beliefs, pinpoints flaws or untruths in them, and then makes room for a sales rep to offer a better solution. The Challenger sales method relies on delivering insight about an unknown problem or opportunity in the customer’s business that the supplier is uniquely positioned to solve. By encouraging their customers to consider new opportunities, the Challenger sales rep can begin to offer an alternative way forward. This creates some slight tension in the form of a casual debate. Challengers intentionally dispute their customer’s way of thinking and force them to contemplate a new perspective. The Challenger profile allows reps to build up to a sale by creating constructive tension. Has a different view of the world, understands the customer’s business, loves to debate, pushes the customer to get out of their comfort zone. Is reliable, ensures all of their customer’s problems are solved and is detail-oriented. Follows their own instincts, is self-assured and independent. Builds strong customer advocates, generates customer loyalty, is generous with giving their time to help others and gets along with everyone. ![]() Goes the extra mile, doesn’t give up easily, is self-motivated and likes feedback and development. Using the Challenger sales model, Dixon and Adamson argue that with the right sales training and sales tools sales reps can take control of any customer conversation.īefore we look at how to take control of a sales situation using the challenger sales methodology it’s essential to dive into what exactly it means to be a “Challenger”.ĭixon, Adamson and their colleagues researched the attitudes and behaviors of thousands of sales reps and discovered that they fall into one of five distinct profiles: The Challenger sales model and methodology is built around a sales process that focuses on teaching, tailoring and taking control of a sales experience. ![]() 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. This tells us that prospects are coming into a selling environment with preconceived ideas about what features they want and how much they’re willing to pay. Instead, they’re spending 27% of their time researching independently online. Gartner’s research found that when considering a purchase, B2B buyers only spend 17% of their time meeting with potential suppliers. Research from Gartner highlights a growing trend in the customer buying journey. What does “The Challenger Sale” say about customer conversations?
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