The challenger sales model in IT architecture documentation

How to create outlook signature

the book the Challenger sale was first published less than a decade ago and quickly became the topic of discussion because of its positioning as anti solution selling a methodology vastly adopted by organizations around the world now if you haven't had a chance to read the book here are several key tips that you can start using to improve your own sales techniques right away the Challenger sale concept starts by defining the five different types of salespeople these archetypes include the hard worker the relationship builder the lone wolf the problem solver and finally the Challenger now the hard worker is defined by their self motivation and a determination to not give up their often open to feedback and are interested in personal development the lone wolf follows their own instincts and can be difficult to manage although they can deliver satisfactory results they're often self-assured the relationship builder is a classic consultative selling representative who asks a lot of questions and focuses on building relationships with customers the problem solver is detail-oriented and focuses on solving problems the challenger loves to debate and isn't afraid to push the customer they're well versed in the customers business allowing them to give valuable insights the customer might not have come up with on their own although it's normal for salespeople to have traits spanning several of these archetypes most people find that the majority of their sales habits will naturally fall into only one of the five categories and as you might imagine from the title of the book authors Dixon and Adamson believe that the most successful salespeople have more of the sales traits of the Challenger archetype the Challenger excels at adopting unique perspectives when it comes to creating solutions for existing problems and has the ability to get potential customers excited about these new possibilities at the same time the Challenger is able to promote their own products as the ideal innovative solutions to these problems salespeople who fall into the challenger archetype also tend to do their homework when it comes to getting to know their customer challengers make it their goal to know as much as they can about what drives a leads decision-making process when it comes to economics and values this allows them to personalize their sales presentations to address these factors finally the Challenger is relentless when it comes to taking charge of conversations and fearlessly pushes leads towards closed deals by taking control at every opportunity in short challengers are said to win by teaching prospects to change their perceptions tailoring their sales approach to the Leeds personal values and economic needs and finally taking control of the sales process so here are three techniques to incorporate from the Challenger sale number one identify a unique opportunity to help a Leeds business solve a problem since of this stage you're attempting to teach the prospects something new about their own business it's critical that the insight is something that not even the prospect is thought of themselves number two present a solution to take advantage of the insight you offered in the first step make sure that you showcase how your solution can directly improve the Leeds business and number three apply firm but gentle pressure to your contact person when it comes to closing the deal refuse to negotiate on price while continuously emphasizing the added benefit that your solution will provide to their company SoCo sales trainings take on the challenge of sale methodology is that incorporating sales techniques from the Challenger sale takes experience and effort while it can be effective when done right when attempted by inexperienced and not naturally aggressive salespeople it can backfire and lead to lost sales instead of increased sales it's important to understand the concepts from the book and be experienced enough to know when to use the techniques and when not to if you need help training your sales team on new sales skills and techniques drop us an email to get more information about our online sales training program that includes advanced selling techniques that align with the Challenger sale as well as techniques that will benefit a broader range of salespeople [Music]