Unlock the potential of the challenger sales model for Security

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if you want to grow your business then you need to pay attention to this number here in fact putting attention to this number here is critical for your survival this number is actually 5.4 and it comes from the corporate executive board they did some fantastic research corporate executive board by the way is the organization that wrote the Challenger sale which is of course taking the world by storm but this research is not about the sellers this research is about the buyers and what they've established is that on average in the decision-making group there's a 5.4 people that you have to get to say yes before they are going to buy your services by the way excuse my dorky looking finger luckily it doesn't stop me having conversations which is exactly what you need to do so imagine this is your 5.4 people let's call them six people that you have to influence first of all which one do you go for first well the interesting thing above cb's research is it's not necessarily the most senior person which traditionally every salesperson has thought up until now when in fact it's there it's there person in there that is most motivated that what they call a go-getter the one that wants to motivate change in their organization so you got to aim for that person and typically what happens no well sales people will talk to anyone typically an organization who will talk to them and they'll go to them without with a message a message about their solution and all the benefits of their solution and if it's a very strong proposition and this person happens to have a a problem that you've uncovered through questioning then perhaps that person there will share that message or your benefits with someone else in the group and maybe if you're very lucky they'll share it with someone else but if they don't share it with all of these people or if you don't get to all of these people then you no chance of closing that deals and if you are trying to get to each one of these people individually then the time involved in trying to close that deal is going to take a long time so you can have long steel cycles another approach is instead of just talking to anyone you try and find that person that wants to motivate change in the organization a go-getter as corporate executive board call them and you don't water them or some sort of value proposition you don't go to them with with benefits you go to them with a story a very special story we call our cause to act story and end that story is some insight and that insight shows that person that the way they're solving their problems right now is no longer safe and there's no longer safe because the world has changed perhaps it was safe when they decided to solve the problems and the way that they're doing it when they made that decision perhaps a year ago but since that decision was made the world has changed and it's no longer safe and that story there that constructs story is the insight that again corporate executive board say it's so important to challenge your customer so we're not saying just go out some invites site we're saying go with a story a sticky story that's easy to share and if you get that story into this person's head they're much more likely to use that story themselves to share that story amongst all the people in that decision-making group and typically they'll share that story quickly or even better or as well you could put that story and a little video like this and then it's very easy for that person just to forward a link to that video and the story the personalized story is shared for them so the message to you is if you want to influence these five point four people quickly first of all create a cause to act story secondly find the go-getter and the group share that story with them thanks very much good luck