Episode 87 - The Challenger Sale

The Challenger Sale Whether we want to admit it or not, we are ALL in sales! Some are very comfortable with the idea of being in sales while others wish they NEVER had to “sell”. But since it is a critical part of each of our roles, then why not be GREAT at it, rather than just try to get by with whatever skills we have (or don’t have). I’m a big fan of always learning when it comes to the game of selling. And recently I re-read one of my favorite books on the art of selling – The Challenger Sale, by Matthew Dixon. In his book, he outlines the 5 categories of B2B sales reps: The Hard Worker, The Problem Solver, The Relationship Builder, The Lone Wolf and The Challenger.  Here’s Your Net Worth Tip of the Day Greater than 50% of all Star Performers use The Challenger style of selling! Clearly, if you want to be on top of the game in selling a complex product or service, you need to become familiar with The Challenger approach to selling. Challengers become competent in 3 major activities: Corporate Teaching, Tailoring and Taking Control. Other research findings show that only 7% of top performers use the Relationship Building approach! First and foremost, READ THE BOOK! This is a must-read if you are selling a complex B2B product or service. Secondly, become familiar with the core elements of Corporate Teaching, Tailoring and Taking Control. Thirdly, don’t be satisfied with your current level of competency. ALWAYS be learning and challenging your own knowledge, skills and abilities! To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!