Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Are your reps still using the lessons of “The Challenger Sale?”
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Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.
The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.
The book outlined five different approaches or styles of selling. The “Hard Worker,” the “Relationship Builder,” the “Lone Wolf,” the reactive “Problem Solver” and finally, the “Challenger.”
They explained how each style of selling had a different approach to reaching and persuading a customer. Their research showed the Challenger was the most effective selling style, challenging a customer with new ideas and thought processes.
This is still a great book to remind and discuss with your team what style is most effective for them and how they can apply the concepts of the “Challenger Sale” to improve their selling efforts and results.
Today’s video talks about the “Challenger Sale” and how, when you challenge your buyers by bringing new ideas and solutions so you can sell even more!
Do your salespeople believe and follow the challenger sale? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. And there's a book that came out about 12 or 13 years ago that had a big big impact on a lot of salespeople because it increased their awareness of what the most effective styles were to be able to win the most business. This book was published by Dixon and Adamson. And the idea was they did research on what are the best personality styles for a sales rep to have to be most successful. And the book outlined five different approaches or styles of selling. The hard worker, the relationship builder, the lone wolf, the reactive problem solver, and finally the challenger. And the point they made is that each of these sales reps using one of these styles had a different approach to try to reach and persuade a customer. And their research showed the challenger was the most effective. Challenging a customer to say, "Have you thought about a new way to do this?" Bringing them new ideas that challenge the things in the way they've done it in the past. Bringing them new ideas that challenge their thought processes. Because by challenging the customer, it was turned out to be the most persuasive. This is a great book to remind your people of now even though it's been 12 or 13 years and talk about what style is most effective for them and how could they apply the concepts of the challenger sale to their selling efforts. Because when we do that and we bring new ideas to the customers, we tend to sell even more.