3. Agenda Drawing Exercise Storytelling
Challenger Methodology Introduction
Teaching for Differentiation
SEAM
Agenda

6. Your Son or Daughter…….

7. Storytelling – See Link in email

8. Storyteller Exercise Switch Roles Groups of 2
Round 2
Round 1
Switch Roles
Salesperson B, Customer A
3 Minutes
2 Minute Debrief
Groups of 2
Salesperson A, Customer B
3 minutes
2 Minute Debrief

9. CEB – Data Behind The Challenger Sale

10. The Data to Back up Claims

11. How Far Along in the Sales Process are your Clients?

12. What Actually Drives Customer Loyalty?

13. Which Profile statistically performs the best?
17%
39% 7%
Which Profile statistically performs the best?
25%
12%

15. Commercial Teaching Approach
Tailor
Take Control

16. Without all three, model does not work

17. What Makes a Challenger?

18. Grabber, Warmer and Reframe
The Warmer “I understand what you’re going through”
Establish Relevance
Demonstrate Expertise
Create Curiosity
Use Interactivity
The Reframe “The problem behind the problem”
Stay relevant. Address the concerns they found most relevant during the warmer.
Be surprising. Make their heads spin with your new point-of-view focused on the true source of their problem.
Show excitement. Use bold graphics and animation to add drama.
Deliver with poise. Practice in the mirror.

19. Drowning and Emotion Rational Drowning not just shocking but true
Make clear connections. Play off the visuals from the Warmer and the Reframe to leave no doubt.
Visualize data. Use visual metaphors to represent the information in a memorable way (avoid complex tables and charts).
Check for understanding. Make sure they get it before you move on. It’s ok to go back and review again.
Keep it rational. Build trust by engaging the left side of their brains. Every visual should serve a purpose here. No artistic flourishes. Just visual representations of data.
Emotional Impact objects in mirror appear different now
Relate to pain. The emotional impact will come from your ability to connect your story to the pain they feel, so make sure the visuals help you do that.
Do your homework. Research will allow you to anticipate the customer’s challenges and create an appropriately stressful glimpse into the future.
Tell a story. The best way to impart a lesson is to tell a story.
Customers remember images long after the words fade. When they think about not calling you back, this is the visual they should see in their head.

20. A New Way and YOUR Solution
A New Way What they have been waiting for
Don’t get promotional (yet). Relate the visuals from previous sections to the solution, not to your product.
Alternate ending. You just created Emotional Impact by telling a story with an unhappy ending. Now revise the same visuals to glimpse into a better future if they decide to take action.
It’s still about them. The reaction you want is, “That’s how we should be doing it!”
Repurpose infographics. Since this step is an alternative version of your previous story, think about how you can update the same infographic accordingly.
Take your time. You’re not here to entertain them. You’re here to explain how they can do things better. Wait until they get it before moving on.
Your Solution
We have the tools you need to solve your problems

21. Power Messaging

22. “We” Phrasing vs. “YOU” Phrasing
Our company allows you to… ”
“Next, I’m going to… ”
“We need to be able to… ”
“What if I could show you…”
What you’ll be able to do is… ”
Next, you’ll be able to… ”
“You need to be able to… ”
“What if you could… ”
"What you can do is... "

23. By the Numbers
360
2500
1250
Warmer
John Renninger to expand on this opportunity – Start to Finish

24. Your Brain Wants Concrete Behavioral science has taught us that humans are more likely to be motivated to act or to change a behavior based on a stimulus that is concrete. Scientists describe “concrete” as something that can be experienced through one of your five senses (Touch, Taste, Smell, Hearing, or Sight).
Try this. Hold up a golf ball and say: “This golf ball represents your business. Golfers know there are three types of clubs that are used to drive this ball forward. If you want power to drive great distance you use a driver.  If you want a combination of power and accuracy you will use an iron. Lastly, if you want even greater accuracy and finesse you use a wedge or putter.”
Then say: “What’s unique about the solution you are seeing today is that it gives you the flexibility to have everything you need in your bag to ensure you move your company forward the best way possible.”
In your next face-to-face customer interaction, bring a prop into the message.
Make sure it is relative to the needs of your prospect
Make sure it supports your message rather than steals the show
Keep the story around the prop very concise and to the point
Bring the prop onto the scene and then take it off. Don’t continue to hold it once your point is made.

25. Resources