The Challenger Sales model, how to apply it practically
These days, almost every new hire in sales is told to read "The Challenger Sale."
It's a great book based off one of the largest studies ever done in sales. Problem is, when you're learning how to sell on the job with a giant quota hovering over your head ... you don't have any time to read. 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 anyone can become a Challenger if they build the right combination of skills.
As tech sales professionals, we're often in a position where we have to present our customers and prospects with new ideas and new ways of thinking about hardware, software, services and processes.
The “Challenger Approach” to sales most correlated with actual sales performance among high performers.
... hence the name of the book. In the study, they found that –
- 40% of high sales performers primarily used a Challenger style - as opposed to one of the other four sales styles the book identified.
- High performers were more than 2x likely to use a Challenger approach than any other approach. click to tweet
- More than 50% of all star performers fit the challenger profile in complex sales. click to tweet
- Only 7% of top performers took a relationship-building approach – the worst performing profile. click to tweet
- We should note that the Challenger approach only worked better among high performers. Among average performers, all profiles were roughly as successful as one another.
Ric Reifel is a Denver Entrepreneur and Sales Professional who will present on how to practically apply the Challenger Sales methodology.
I've read both "The Challenger Sale" and "The Challenger Customer" and I'm excited to hear Ric's presentation on the sales methodology.