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?

that since they weren’t going to be participating in the bidding process, but valued the long-term working relationship they had, they would be happy to help them think through the construction of their RFP to ensure that they were requesting the right things out of their next supplier.

The thing that really sets Challenger reps apart is their ability to teach customers something new and valuable about how to compete in their market.

Lead to your unique strengths.

provide free consulting.

Challenge customers’ assumptions. Catalyze action. Scale across customers.

the move to “solutions” is grounded in an effort to justify premium prices for bundled products and services.

“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.

know what your unique strengths are.