The Challenger Sale teaches that the best salespeople don’t just build relationships with customers – they challenge them. Research has found that challenging customer assumptions, disrupting their thinking and teaching them something new is effective in maximising sales results. It eliminates a prospect’s assumptions or beliefs while highlighting faults in them, and then allows for the sales rep to offer a better solution.
![summary of the challenger sale summary of the challenger sale](https://image.slidesharecdn.com/straligenceinsightselling-120924095606-phpapp02/95/insight-selling-and-the-challenger-sale-a-primer-3-638.jpg)
The method relies on sharing insight about an unknown problem or opportunity in the customer’s business that the sales rep’s business is uniquely positioned to solve. The Challenger sales model is a sales process that focuses on teaching, tailoring and taking control of the customer’s sales experience.
SUMMARY OF THE CHALLENGER SALE FULL
To learn more about Challenger sales reps and their specific traits and tactics, feel free to download our full summary of the book here.
![summary of the challenger sale summary of the challenger sale](https://www.hubspot.com/hubfs/challenger-sales-book-summary.jpeg)
The Challenger Sales Model believes with the right training, coaching, and sales tools, all reps - even those falling into one of the other four categories - can take control of the customer conversation like a Challenger. The Challenger Sales Model is an approach to sales that is tailored to how the Challenger teaches, tailors, and takes control. The Challenger Sales Model believes anyone can become a Challenger if they build the right combination of skills. The Challenger Sales Model is a sales approach in which the seller actively teaches their prospect, tailors their sales process, and takes control of the customer conversation. The Challenger Sales Model believes all five sales profiles can learn to be a Challenger. This is a disruptive finding, as most sales training and sales teams today are geared towards creating and encouraging the "Relationship Builder," the least effective of the five profiles. Among average performers, all profiles were roughly as successful as one another. We should note that the Challenger approach only worked better among high performers. Only 7% of top performers took a relationship-building approach – the worst performing profile.More than 50% of all star performers fit the challenger profile in complex sales.High performers were more than 2x likely to use a Challenger approach than any other approach.40% of high sales performers primarily used a Challenger style - as opposed to one of the other four sales styles the book identified.The “Challenger Approach” to sales most correlated with actual sales performance among high performers. They also describe a rep’s natural mode of interacting with a prospect, and are not mutually exclusive – These profiles define the skills and behaviors sales reps use when interacting with customers. Grab it here.) The Challenger Sale research revealed that every B2B sales rep falls into five different profiles. (I also summarized the entire 240-page book into 15-pages for those looking to read the whole book in sparknotes fashion. That's why this post is a five-minute review of the Challenger Sales Approach. you don't have any time to read.ĭownload more free summaries of top sales books here.
SUMMARY OF THE CHALLENGER SALE HOW TO
Problem is, when you're learning how to sell on the job with a giant quota hovering over your head. It's a great book based off one of the largest studies ever done in sales. These days, almost every new hire in sales is told to read " The Challenger Sale."