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The Challenger Sale book was first published less than a decade ago. The sales techniques book quickly became the hot topic of discussion across the industry due to its position as ‘Anti Solution Selling’ – a sales methodology adopted by businesses worldwide.

To summarise the Challenger sale book, authors Mathew Dixon and Brent Adamson argue that relationship-building is no longer the best sales method. A conclusion drawn from their findings is one of the most extensive studies ever conducted in sales. In this video, Tom Abbott explains 3 challenger sales techniques. Alongside debunking some myths about the approach.

Chapters in this video

00:00 - Introduction
00:27 - The Challenger concept | 5 different salespeople
01:58 - The Challenger salesperson
03:08 - 3 Challenger sales techniques
03:12 - 1. Identify a unique opportunity
03:31 - 2. Present a solution to the advantage of the insight
03:43 - 3. Apply firm but gentle pressure

How to identify a Challenger sales rep?

The Challenger sales rep excels at adopting unique perspectives when it comes to creating solutions for existing problems. They’re a pioneer of pushing the status quo whilst possessing the ability to get potential customers excited about these new possibilities. Simultaneously, the Challenger sales rep can promote his or her products as the ideal innovative solutions to these problems.

Salespeople who fall into the Challenger sales rep archetype also tend to do their homework when it comes to getting to know their customers. Challengers make it their goal to learn as much as they can about what drives a lead’s decision-making process when it comes to economics and values—allowing them to personalize their sales presentation to address these factors.

Finally, the Challenger sales rep is relentless when it comes to taking charge of conversations, and fearlessly pushes leads towards closed deals by taking control at every opportunity.

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