Instead of emphasizing harmony (like The Relationship Builder) or narrowing in on the details (like The Problem Solver), the Challenger uses their awareness of the market-and human nature-to educate prospects and dissolve preconceived ideas. Of the five profiles, the Challenger proved the most common among top performers due to their approach. The Challenger Sales model emerged in 2011 when a Gartner study (and an Amazon best-seller) identified five distinct profiles among B2B sales reps. This puts the average seller in a pickle: How can they effectively navigate the sales process with prospects who think they know it all? What is the Challenger Sales model? Relationship building isn’t enough in the modern selling environment.īy the time the average buyer speaks with a sales rep, they’ve already researched their problem to the point of paralysis.Īccording to research from Gartner, these prospects come armed with preconceived notions about what they need and what they’ll spend.
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