The Challenger Sale Key Takeaways
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The Challenger Sale Model is a transformation imperative for every organization and needs to be embedded in the sales force . The book explains how to deliver a differentiates selling experience that delivers higher level of partner loyalty and growth . This is a summary of my key takeaways and by no means does justice to all the tools and techniques to reframe customer conversations to make them impactful and memorable
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The Challenger Sale Key Takeaways
- 2. HOWYOU SELL IS MORE IMPORTANTTHAN WHATYOU SELL
- 3. CHALLENGERS PUSHTHEIR CUSTOMER THINKING & HELPTHEM COMPETE MORE EFFECTIVELY
- 4. CHALLENGERS – 4T’S 1.TEACH FOR DIFFERENTIATION 2. TAILOR FOR RESONANCE 3. TAKE CONTROL OF SALE 4. CREATE CONSTRUCTIVE TENSION
- 5. THEVALUE OF INSIGHTS TRUMPSTHE QUALITY OFYOUR PRODUCT
- 6. DON’T DISCOVERWHATTHEY KNOW , TEACHTHEM A NEWWAY OFTHINKING
- 7. RAPPORT & REFRAMEARE NOTTHE SAME
- 8. LOGIC ALONE IS RARELY ENOUGHTO CHALLENGE STATUS QUO
- 9. LEADWITH A HYPOTHESIS OF CUSTOMER NEEDS
- 10. PAINT A PICTURE OF NEGATIVE FUTURE BASED ONTHE CURRENT PATH
- 11. PAINT A PICTURE OF NEGATIVE FUTURE BASED ONTHE CURRENT PATH
- 12. MARKETING ISYOUR INSIGHT GENERATION ENGINE
- 13. SALES LEADERSHIP REQUIRES AN INNOVATION MINDSET
- 14. MAKE SUREYOUR PITCH IS BOLD BIG NOT SMALL OUTPERFORMING NOT ACHIEVABLE LEADING EDGE NOT FOLLOWING DIFFICULT NOT EASY
- 15. BE MEMORABLE NOT AGREEABLE
- 16. DON’T JUST TRAIN , CHANGEWHAT HAPPENS BEFORE AND AFTER ..LEARNING THAT STICKS / PRACTICE
- 18. BEWARE OF LONEWOLVESWHO “LIVE BY THE SWORD AND DIE BY THE SWORD”
- 19. COMPETITION FOCUSES ITS ENERGY ON FINDING CUSTOMERS , CHALLENGERS ARE OUTTHERE MAKING CUSTOMERS
- 20. CONSIDER PILOT BEFORE BROADLY LAUNCHING
- 21. DRIVE ADOPTION BEYONDTHE “CHASM” .. GO BEYOND EARLY ADOPTERS