the most important takeaways from the challenger sale book

While relationships are critically important, those of us that view that as our primary strength can and often do, lose to those crafty sales cats that have created a sense of inquisitiveness with our buyers.

This study, while I don’t think is Nobel Prize warranting, points to a pretty important topic as it relates to us Sales Dogs. In their model the challenger was the seller that was able to modify a buyer’s approach by providing transformative insight. But hands down their analysis showed that the Challenger won a significant percentage of the time. Intuitively most of us believe that the relationship seller (Maggie) wins. After studying thousands of sales events, they categorized salespeople into 5 profiles: Relationship Builders, Reactive Problem Solvers, Hard workers, Lone Wolves, and Challengers. This was a fascinating study that refutes what most of us believe as true. So ultimately, who would do better in Sales? I decided to apply my favorite sales methodology, The Challenger Sale, written a few years back by Matthew Dixon and Brent Adamson. Because I’ve had to focus on it, over time Boots has successfully pushed me to alter my approach and think differently about how best to work with him. Underlining Themes of the book Important Points to Remember. Always, always, always agree with the customer. Quit the business you think you’re in right now and get into the people business. I find myself spending more time with Boots, trying to understand what he wants, than I do with Maggie. Leia Summary Of The Challenger Sale By Matthew Dixon & Brent Adamson How to Take Control of. Make the individual more important than the individual sale, and you’ll make more sales.

But not to take away from Keenan: this book expands on that theory with its own guidelines and philosophies. He is very selective when he chooses to show any interest in his client’s needs or requirements. Combines the theory of SPIN selling and The Challenger Sale (arguably two of the most important additions to sales theory), and gives a practical approach to implementing them into your selling. Boots challenges every effort to manage his behavior. She is someone you want to spend time with and it’s always an enjoyable experience.īoots takes an entirely different approach he really isn’t interested in a relationship unless it serves him (mostly food related). She’s also a hard worker, and spends time working to make sure she’s pleasing her clients. Maggie is clearly a relationship seller she works hard to develop and maintain a bond with everyone she meets. I started with analyzing how Maggie and Boots would differ in their approach assuming they were in sales. I started to wonder if I had been unfair all these years and inadvertently dismissed the true capabilities inherent in the feline species. For years I’ve affectionately used the term “Sales Dog” when referring to selling professionals, I don’t know that I’ve ever heard the term “Sales Cat”, but why? Now I am a dog person, but I know there are plenty of cat lovers out there as well.

The most important takeaways from the challenger sale book