![]() ![]() ![]() This is most successfully executed by salespeople who exhibit particular tendencies, dubbed “Challengers.” Those tendencies can be summarized as "teaching," "tailoring," and "taking control." The education provided by these Challengers is pre-researched and scripted outside of a talk track typically utilized by individual reps. It should be done in a manner that challenges and reframes the buyer's preconceptions in a direction that ultimately leads to purchasing your product. The Challenger Sale's thesis is that the key to scalable, successful sales is teaching buyers about their own business.
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