<aside> 💡 How the best sales people actually challenge their customers’ (or leads’) way of thinking, assumptions and walking away if we don’t add value. Build trust to be an advisor rather than a salesperson.

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Based On An Exhaustive Study Of Thousands Of Sales Reps Across Multiple Industries And Geographies, "The Challenger Sale" Argues That Classic Relationship Building Is A Losing Approach, Especially When It Comes To Selling Complex, Large-Scale Business-To-Business Solutions. The Authors' Study Found That Every Sales Rep In The World Falls Into One Of Five Distinct Profiles, And While All Of These Types Of Reps Can Deliver Average Sales Performance, Only One - The Challenger - Delivers Consistently High Performance. Instead Of Bludgeoning Customers With Endless Facts And Features About Their Company And Products, Challengers Approach Customers With Unique Insights About How They Can Save Or Make Money. They Tailor Their Sales Message To The Customer'S Specific Needs And Objectives. Rather Than Acquiescing To The Customer'S Every Demand Or Objection, They Are Assertive, Pushing Back When Necessary And Taking Control Of The Sale.