What is Challenger Sales Model?
The Challenger sales model is based on the idea that your sales reps can teach your customers something new about their company. Salespeople engage in disruptive two-way conversations with customers, provoking buyers to move away from their status quo approach and choose your solution. The Challenger Sales Model is different from the traditional belief that building relationships with prospects is an integral part of the sales process.
Challenger Sales Model encourages sales teams to develop three essential skills:
- Teach customers something new and valuable and how to compete in their market.
- Tailor their sales pitch to resonate with the decision-makers’ specific issues and get buy-in from the entire organization.
- Take control of the discussions around pricing by focusing on the value proposition and applying pressure to persuade buyers to close.
When to use the Challenger Sales Model?
As modern-day products and services become more complex, so do the sales processes behind them. Customers now have more access to information than ever before. A quick search online can uncover endless details on a product and customers’ experiences with it. As a result, customers are delaying initial contact with sellers while they do their research.
So, it’s in this complex sales process where businesses use the Challenger Sales Model to their advantage. Studies have shown that the Challenger sale approach is the best solution to complex sales conditions.
Statistics tell us that the success of a chosen sales methodology is directly dependent on the customer’s buying experience. If sales reps are using relationship-building methodologies for complex scenarios, they may not have success, and vice versa.