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Solution selling does have its advantages. After all, price is only part of the solution on offer there’s also customization. Also, there’s no need to compete by lowering prices. Look at it this way: The car manufacturer doesn’t have to worry that his competitors also sell a very similar kind of truck. So why is this approach so effective? Solution selling helps the seller differentiate himself from competitors as well as control prices. In other words, the car manufacturer would sell a solution to the bakery’s concerns of delivering stale bread.
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It involves selling customizable products and services as a solution to a specific problem, rather than selling a “one-size-fits-all” product.įor instance, a car manufacturer wouldn’t try to sell just any car to a bakery instead, a salesman would pitch a delivery truck customized to keep fresh bread warm. In fact, the most effective sales techniques put the customer first. When you think about sales, what comes to mind? Perhaps slick, fast-talking sales reps closing deals?īut why is it that we only ever think about the sales rep, and never about the customer? why the most effective salesperson is disproportionately a “challenger” type.
THE CHALLENGER SALE CLIFF NOTES HOW TO
THE CHALLENGER SALE CLIFF NOTES MOVIE
“ABC: Always Be Closing” is a great line from the movie Glengarry Glen Ross, but no matter what Hollywood tells you, it’s not actually the best approach to sales.