

Preferably, your insight is linked to a major challenge in the buyer’s industry.

It’s also necessary to have a major insight into the problem - something revolutionary to say. What matters is that the problem exists, and can be legitimately framed as negatively affecting the buyer. It doesn’t matter whether the buyer knows about the problem, undervalues it, or has never heard of it before.

That requires two things: 1) an insight into an underlying problem and 2) a solution. What exactly is the Challenger Sales methodology?įirst and foremost, the Challenger Sales model is a teaching-based sales model that focuses on having sales reps educate buyers. If you’ve got solid talent on your team, dig a little further. But for high-performing teams, a sophisticated sales methodology that runs hot numbers holds some serious appeal. It’s a model that requires more than run-of-the-mill reps have on offer. We grant you that the Challenger Sales methodology isn’t for every team. Craft yourself a disruptive insight into a major problem, and you’ve got the makings of a winning playbook on your hands. Your solution (i.e., service or product). The perfect pairing, according to the Challenger Sales model, is a disruptive insight and a corresponding solution. It ignores what they see as the most important element in successful selling: challenging the buyer. The Challenger Sales model folks say that’s a problem. As such, a majority of sales leaders train their reps to ‘go along to get along,’ right from the word go. Most sales methodologies focus on uncovering and satisfying buyers’ needs.
