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 organisation around the world.
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While The Challenger Sale needs to be on the required reading list for every salesperson, until you find the time to read it doesn’t mean you shouldn’t benefit from a few of it teachings. There are several key takeaways from the book which you can start using to improve your own sales techniques beginning today.
5 Types of Salespeople
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. Although it is 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.
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.
Traits of a Challenger
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 his or her 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 lead’s decision-making process when it comes to economics and values. This allows them to personalise their sales presentation 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 leads personal values and economic needs, and finally taking control of the sales process.
3 Techniques to Incorporate from The Challenger Sale
- Identify a unique opportunity to help a lead’s business solve a problem. Since at this stage you are attempting to teach the prospect something new about their own business, it is critical that the insight is something that not even the prospect has thought of themselves.
- 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 lead’s business.
- Apply firm but gentle pressure to your contact person when it comes to closing the deal. Refuse to negotiate on price while continuously emphasising the added benefit that your solution will provide to their company.
Soco Sales Training’s Take on The Challenger Sale Methodology
Incorporating sales techniques from The Challenger Sale takes experience and effort. While it can be effective when done right, when attempted by unexperienced and not naturally aggressive sales people, it can back fire 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.
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