The Challenger Sale: Taking Control of the Customer Conversation
value of their insight—new ideas to help customers either make money or save money in ways they didn’t even know were possible.
Brent Adamson • The Challenger Sale: Taking Control of the Customer Conversation
They are uncomfortable leading with insight and letting their insights establish credibility for them.
Brent Adamson • The Challenger Sale: Taking Control of the Customer Conversation
know what your unique strengths are.
Brent Adamson • The Challenger Sale: Taking Control of the Customer Conversation
Is that what you’re seeing too, or would you add something else to the list?”
Brent Adamson • The Challenger Sale: Taking Control of the Customer Conversation
“We’ve worked with a number of companies similar to yours, and we’ve found that these three challenges come up again and again as by far the most troubling.
Brent Adamson • The Challenger Sale: Taking Control of the Customer Conversation
What data, information, or insight can you put in front of your customer that reframes the way they think about their business—how they operate or even how they compete?
Brent Adamson • The Challenger Sale: Taking Control of the Customer Conversation
“Why should our customers buy from us over anyone else?” That’s it. It’s disarmingly simple. But that one
Brent Adamson • The Challenger Sale: Taking Control of the Customer Conversation
the move to “solutions” is grounded in an effort to justify premium prices for bundled products and services.
Brent Adamson • The Challenger Sale: Taking Control of the Customer Conversation
Challenge customers’ assumptions. Catalyze action. Scale across customers.
Brent Adamson • The Challenger Sale: Taking Control of the Customer Conversation
provide free consulting.