When the prospect understands the negative impacts of this problem – that’s your win! Everything from this point is purely dedicated to making the prospect understand the problem.
The next step is to come up with a tailored sales pitch and negotiation tactics. I believe this attitude of disruption comes from great practice. In order to burst the bubble, you have to understand the prospect’s business from the core and deduce the base problem.
Then, he will pitch a perfect chair that can solve your problem. It’s like you’re facing a continuous pain in your lower back and you keep popping pills for it.Ī Challenger sales rep will show you that your back pain is actually caused by the sitting posture. A mirror that shows the actual-bigger problem that they are missing. Not to manipulate the prospect into buying his product, but to show them the mirror. I mean, that is a very strong base to build a relationship! So, what exactly does a Challenger sales rep do?Ī Challenger sales rep will disrupt the current ideology of the prospect for a good cause. But, the relationship-building profile is found in only 7% of star performers.īuilding deeper relationships is extremely important, but this can be achieved using the Challenger sales model as well.Īs a sales rep, you will find some root problems for the prospect and suggest better solutions. This is obvious because this persona helps sales reps in building deeper bonds with prospects and customers. Lastly, the rep takes charge of the entire conversation and offers his solution to the prospect at the right point.īrent Adamson, an author and VP of Gartner, states that the most preferred sales rep persona is “Relationship Builder”. He makes sure the discussion is about the larger problem. Everything from the sales pitch to negotiation. Secondly, the sales rep tailors his sales process for the prospect. Something that the prospect is completely unaware of. T-T-T stands for Teach-Tailor-Take control.įirst, the sales rep teaches or makes the prospect aware of a bigger problem or an idea. You’ll get a better idea when we understand the T-T-T process.
Challenger sales model talks about taking the less-traveled road of challenging the prospect and trying to disrupt their process for a good cause. What is the Challenger sales model?Ĭhallenger sales methodology talks about one of the five personality traits (personas) of sales reps i.e, Challengers:Ĭhallengers sales reps are the ones who follow the T-T-T process (more on that later) and add a lot of value to their overall sales numbers.Īccording to the authors of the book, 39% of the most successful sales reps are challengers. This methodology is based on the book “The Challenger Sale” by Brent Adamson and Matthew Dixon. This article is purely dedicated to that subject and we will explore it in a little bit of depth. In one of our previous articles, we talked about 7 tried and tested sales methodologies where we included the Challenger sales model in brief.