The Challenger Sale

Action Steps 1. Self-Assessment Let’s ask a series of power questions to get a little more awareness around your relationship with sales and salespeople. Rate the following questions from 1 to 10, with 1 indicating you strongly disagree and 10 that you strongly agree (5 is neutral). Salespeople are looking to help me make the best decision in a buy

show that they put the highest value on salespeople who make them think, who bring new ideas, who find creative and innovative ways to help the customer’s business. In recent years, customers have been demanding more depth and expertise. They expect salespeople to teach them things they don’t know. These are the core skills of Challengers.