What is the challenger approach to sales?

The Challenger Sales model is a sales methodology that encourages reps to emulate certain high-performing salespeople — or ‘challengers’ — when executing their sales processes. That means teaching prospects about their situations, tailoring their communication to suit specific prospects, and taking control of a sale.

How do you implement the Challenger Sales Model?

The methodology can be adopted using a five-step process.

1. Step 1: The warm-Up. The first step of the Challenger sales process is to build credibility with prospects using intelligent communication skills.
2. Step 2: Reframe the conversation.
3. Step 3: Use emotions.
4. Step 4: The value proposition.
5. Step 5: The product.

What is the reframe in Challenger?

Reframing allows you to bring your unique key-insight driven perspective into the conversation. It challenges the prospect’s thinking and provides new perspectives that help them think about their problems in new ways.

How do you become a sales rep at Challenger?

These reps set themselves apart by educating their prospects and disrupting how they think about their business….How to Become a Challenger Salesperson

1. Step One: Identify Your Opportunity.
2. Step Two: Identify the Strongest Solutions.
3. Step Three: Incorporate Your “Lesson” Into Your Messaging.

What is the Challenger model and how has it changed approaches to b2b Selling?

The challenger sale model flips this on its head, giving the control back to your sales team. In challenger sales, you’re not selling a product/solution, you’re selling change. Challengers aim to change the lead’s current processes, using their solution or product as the hinge point of that change.

What is a challenger message?

A Challenger message with a true, impactful commercial insight needs to meet a high bar and goes well beyond information and traditional thought leadership. It is not just about sharing newsworthy information with your customers because that will only attract initial curiosity without any lasting impact.

What is the Challenger model and how has it changed approaches to b2b selling?

How do you build constructive tension?

Appropriately placed tension – When creating constructive tension, it is imperative that the tension is between the prospect and their status quo. When inappropriately done, the tension is between prospect and rep. This is not constructive, but rather destructive tension.

What is rational drowning in the challenger sale?

The Rational Drowning stage is all about backing up your Reframe with solid data. It’s very easy to get this far and want to immediately want start promoting your Product. Why not just get to the good part? Just because you laid it out brilliantly, doesn’t mean you have buy-in yet.

Who created Challenger sales?

Brent Adamson
Mathew Dixon
The Challenger Sale/Authors

What is the challenger assessment?

Challenger™ Selection is an online assessment to help organizations identify applicants who are more likely to display Challenger proficiency.

Is Challenger sales still relevant?

Is the challenger sales methodology still effective? We can definitively say that Challenger, while a decade old, is still highly effective. However, just as products and solutions face increasing commoditization, we are also seeing “good enough” credible information crowd out even the best sales messages.