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The Challenger Sale Business Club Studies conducted by the Corporate Executive Board have shown that there are really only 5 main types of sales rep.

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Presentation on theme: "The Challenger Sale Business Club Studies conducted by the Corporate Executive Board have shown that there are really only 5 main types of sales rep."— Presentation transcript:

1

2 The Challenger Sale

3 Business Club Studies conducted by the Corporate Executive Board have shown that there are really only 5 main types of sales rep profiles:

4 Business Club The Hard Worker (21% of sales reps) Always willing to go the extra mile Doesnt give up easily Self motivated Interested in feedback and development

5 Business Club The Challenger (27% of sales reps) Always has a different view of the world Understands the customers business Loves to debate Pushes the customer

6 Business Club The Relationship Builder (21% of sales reps) Builds strong advocates in customer organization Generous in giving time to help others Gets along with everyone

7 Business Club The Lone Wolf (18% of sales reps) Follows own instincts Self-assured Difficult to control

8 Business Club The Reactive Problem Solver (14% of sales reps) Reliably responds to internal and external stakeholders Ensures that all problems are solved Detail-orientated

9 Business Club Which profile fits you best? The Reactive Problem Solver The Hard Worker The Challenger The Relationship Builder The Lone Wolf

10 Business Club One Big Winner

11 Business Club Why The Challenger Out Performs Everyone Else Offers the customer a unique perspective Has strong two-way communication skills Knows the individual customers value drivers Can identify economic drivers of the customers business Is comfortable discussing money Can pressure the customer

12 Business Club The Challenger vs. The Relationship Builder The Relationship Builder profile focuses on resolving tension in customer interactions to make situations more amicable and positive in encouraging collaboration. Forms good relationships Builds customer advocates Builds cross-functional relationships Can work with anyone Is genuine Is accessible to the customer Gives time to help others Respects the customers time Gets Along with Others Likeable Generous with time

13 Business Club The Challenger vs. The Relationship Builder The Challenger profile focuses on building customer tension in customer interactions to push the customer out of his or her comfort zone. Offers unique perspective Uses two-way communication skills Knows customer value drivers Can ID economic drivers Is comfortable discussing money Can pressure the customer Teaches Tailors Takes Control

14 Challenger reps openly pursue goals in a direct but nonaggressive way to overcome increased risk aversion Challenger Reps seek to leverage constructive tension to their advantage across all dimensions of the sale Challenger Reps communicate sales messages in the context of the customer Challenger Reps deliver insight that reframes the way customers think about their business and their needs Business Club Constructive Tension TEACH For differentiation TAILOR For resonance TAKE CONTROL of the sale

15 Business Club Challengers dont ask customers what they need, they tell them what they need. It is easy to sit down, listen to the customer, find out what they need, then present them exactly what they think they wanted. A Challenger will question the truth behind what the customer wants to buy by teaching them something new they did not know about what they wanted and show them how to obtain that with their product or service.

16 Business Club Challengers dont ask customers what they need, they tell them what they need. It is easy to sit down, listen to the customer, find out what they need, then present them exactly what they think they wanted. A Challenger will question the truth behind what the customer wants to buy by teaching them something new they did not know about what they wanted and show them how to obtain that with their product or service. This is called Commercial Teaching

17 Business Club Top 5 attributes of the Challenger … Offers customer unique and valuable perspective on the market Helps customer navigate alternatives Provides customer with ongoing advice and consultation Helps customer avoid potential land mines Educates customer on the new issues and outcomes

18 Business Club Neutral Negative Positive 1. The Warmer Building credibility by reading their mind, demonstrating empathy 2. Reframe First reframe of unrecognized problem, need, or assumption 3. Rational Drowning Gradual Intensification of the problem, both in degree and closeness to the customer 4. Emotional Impact Psychological features of the problem, or presence in the individuals workflow, harmonizing the problem 5. Value Proposition – A New Way A new framework for addressing the problem – implicitly tied to the value proposition 6. Your Solution Map of services or solutions mapped back to the key teaching points; highlighted path to implementation

19 Business Club 1.Taking control of the sale is synonymous with negotiation 2.Reps only take control regarding matters of money 3.Reps will become too aggressive if we tell them totake control What should be the title of this list be???

20 Business Club 1.Taking control of the sale is synonymous with negotiation 2.Reps only take control regarding matters of money 3.Reps will become too aggressive if we tell them totake control What should be the title of this list be??? Three Common Misconceptions About Taking Control of the Sale

21 Business Club 1.Taking control of the sale is synonymous with negotiation Research shows that a challenger rep takes control across the entire sales process, not just at the end. The best time to take control is right from the beginning.

22 Business Club 1.Taking control of the sale is synonymous with negotiation Research shows that a challenger rep takes control across the entire sales process, not just at the end. The best time to take control is right from the beginning. Remember, this is called Commercial Teaching

23 Business Club 2. Reps only take control regarding matters of money Push the customer in terms about how they think about their world and their challenges as well as how to solve those problems

24 Business Club 2. Reps only take control regarding matters of money Push the customer in terms about how they think about their world and their challenges as well as how to solve those problems This is also part of Commercial Teaching

25 Business Club 3. Reps will become too aggressive if we tell them to take control Aggressiveness uses antagonistic language. Assertiveness uses strong language, but not so strong as to come off offensive.

26 Business Club Discussion Questions: 1.What is something that all sales people can learn from the Challenger Sales Rep. profile? 2.If you are in sales, how can commercial teaching be applied in your industry? 3.How important is sales training for a sales person? 4.What are some counter-intuitive things that are done in sales that you have learn via your training? 5.What is the best sales tip that you have learned from your company? 6.What is the best sales tip that you have learned outside of your company? 7.Describe the most difficult sale you have made (if you are not in sales, then describe the most difficult thing you have done to change someones mind to your idea)? 8.What are some other great tips for those who are in sales, and if you are not in sales, how can you apply what someone may learn in sales training to their personal lives or careers?


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