Sales best practices: The Challenger Sale

Situation, problem, implication, need payoff. Always be closing. The customer is always right. 

That’s all you need to know about selling…right?  Not so fast.

For years, sales reps have heard these adages and many try to follow them. Yet some succeed while others do not. In this groundbreaking, research-driven work, the Challenger Sale explores the reasons for success – or failure – among five dominant rep profiles: 

  • The Hard Worker
  • The Problem Solver
  • The Relationship Builder
  • The Lone Wolf
  • The Challenger. 

Through analysis of more than 6,000+ salespeople, 90+ companies, and a spectrum of industries, the research found a single profile dominated and defined nearly 40% of the top -selling sales professionals. The specifics of the research and its sometime counter-intuitive roadmap for sales success make this an essential read for the complex sale. Check out Amazon for a free preview!

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