The world of solution selling is almost definitionally about a disruptive sale. While the Challenger is focused on customer value, the Relationship Builder is more concerned with customer convenience. (Challengers have) a deep understanding of the customer’s business and use that understanding to push the customer’s thinking and teach them something new about how their company can compete more effectively.Ī Challenger is really defined by the ability to do three things: teach, tailor, and take control.Īs the Challenger is focused on pushing the customer out of their comfort zone, the Relationship Builder is focused on being accepted into it. If you’re going to win going forward, you’ve got to equip reps to generate new demand in a world of reluctant, risk-averse customers.
How you sell has become more important than what you sell. Well worth the time.ĭirect Highlights & Quotes from The Challenger Sale:
Reading this summary can give you the gist, but if you haven’t read the full book I hope this pushes you in that direction. What resulted is this approximately 1800-word summary of direct quotes and other important points from the book. I read the book again last week, highlighting some of what I thought were its most important points. It addresses not only a better way to approach your customers and the sales process, but also how organizations and managers can improve their coaching, sales training and overall customer loyalty in the process. I highly, highly recommend it to anyone directly or indirectly in a position to sell.
One of the best sales books I read last year was The Challenger Sale.