“Great things are done by a series of small things done together”
- Vincent van Gogh
Good sales people are chameleons, shape-shifters that can flex and leverage experience, learning and methods they have learned over their careers to adapt and overcome any obstacle. In this post and a few follow ups, I’ll share some methods and books that I think every sales rep should read to understand different perspectives and form their own winning style. It will also help with broader understanding of different sales styles, as some organizations have adapted strict style adherence.
The Challenger Sales Method is a sales methodology developed by Matt Dixon and Brent Adamson in 2011. It is based on their research of 1,400 sales reps and thousands of customer interviews. This sales model is designed to help sales reps become more effective with their sales process by challenging the status quo and pushing customers to think differently.
The Challenger Sales Method is based on four core principles:
1. Teach- Sales reps should have an understanding of their customer’s industry, their challenges, and the solutions they need. They should be seen as a trusted advisor to their customers.
2. Tailor- Every customer is different, so sales reps should tailor their sales approach to the individual customer. This means understanding their customer’s challenges and goals and creating a sales strategy that is tailored to their specific needs.
3. Take Control- Sales reps should take control of the sales process. This means actively guiding the customer through the sales process and pushing them to make decisions.
4. Transform- Sales reps should push customers to think differently about their current situation. They should challenge the status quo and look for creative solutions that will help their customers achieve their goals.
The method is based on these four principles and is designed to help sales reps become more effective in their sales process. It is focused on creating a relationship with the customer and helping the customer understand the value of the product or service being sold. It is also focused on pushing customers to think differently and challenging them to see the value in the solution being offered.
It has been proven to be effective in many different industries, including technology, financial services, and healthcare. Companies that have adopted this sales methodology have seen an increase in sales and customer satisfaction. The Challenger Method is designed to help sales reps think differently about their sales process and to challenge the status quo. It is not a one-size-fits-all approach, but rather a tailored strategy that is designed to meet the needs of each customer.
Thoughts on Challenger? Join the conversation.