The Solution Selling Methodology: Does it Really Work?

The Solution Selling Methodology: Does it Really Work?

Are there new developments in the the solution selling methodology? Is a solution selling process right for you, or should you adopt the challenger sale method? The Challenger Sale method is an effective new method that focuses on pushing back against customer assumptions. This method is proven more effective than the solution selling methodology. Learn about the challenger sales compared to solution selling methodology, and how it can change your whole approach.

Taking Control of the Customer Conversation in Sales

Taking Control of the Customer Conversation in Sales

How can taking control of the customer conversation help you close a sale? What can you do to develop and execute this strategy? In Challenger Selling, taking control of the customer conversation is a core skill. As a Challenger seller, you’ll learn that taking control of the customer conversation can help steer your customers in the right direction, and drive them toward the decision you want them to make.

4 Steps for Negotiation in the Challenger Selling Method

A Guide to Developing Effective Negotiation Strategies

What are the steps for negotiation? How can you use those steps as a challenger seller? There are 4 steps for negotiation in the challenger selling system. Unlike other selling methods, the challenger selling approach lets reps push back on customers. At some point during this process, you’ll need to negotiate. The challenger selling system lays out steps for negotiation through DuPoints system of negotiation.

Challenger Selling: What It Is, And Why It Works

Challenger Selling: What It Is, And Why It Works

What is Challenger Selling? How can you implement it into part of your sales strategy? The Challenger Sales method focuses on four key skills. Challenger Selling stands out because of its focus on pushing back against customers to get the sales reps desired results. With the Challenger Selling model, reps are encouraged to create informative and specific sales pitches that help customers find solutions for their problems.

The Key Difference Between Efficiency and Effectiveness

The Key Difference Between Efficiency and Effectiveness

What is the difference efficiency and effectiveness? Which one should you strive for? The difference between efficiency and effectiveness is that efficiency is how you improve what you’re already good at. Effectiveness is how you innovate to address the unexpected. So now that you know the difference between effectiveness and efficiency in management, which should you focus on? In The Challenger Sale, the authors argue that sales managers should focus on effectiveness. Here’s why.

Sales Coaching Model: Why You Need One Now

Sales Coaching Model: Why You Need One Now

What is a sales coaching model? How can you use a coaching model to be a better sales manager? A sales coaching model defines the relationship and interactions between a sales manager and a rep. A great sales coaching model is an effective way to help reps be successful in their sales. All managers should have a sales coaching model. The Challenger Sale offers ideas on coaching models and how to implement them.

Grainger Inc: Sales Insights Lead to Customer Loyaly

Grainger Inc: Sales Insights Lead to Customer Loyaly

What is W.W. Grainger Inc? How did Grainger successfully use a challenger strategy? W.W. Grainger Inc. was an MRO company (maintenance, repair, and operations) that used their insights in a successful teaching pitch. W.W. Grainger Inc. used a Challenger Selling technique—to teach the customer something new about the business—in order to differentiate their company, build customer loyalty, and increase sales.