Five Sales Types The Hard Worker 21 The Challenger 27 The Lone Wolf 18 The Reactive Problem Solver 14 The Relationship Builder 21 Hard Worker Always willing to go the extra mile ID: 183799
Download Presentation The PPT/PDF document "The Challenger Sale" is the property of its rightful owner. Permission is granted to download and print the materials on this web site for personal, non-commercial use only, and to display it on your personal computer provided you do not modify the materials and that you retain all copyright notices contained in the materials. By downloading content from our website, you accept the terms of this agreement.
Slide1
The Challenger SaleSlide2
Five Sales Types
The Hard Worker (21%)
The Challenger (27%)
The Lone Wolf (18%)
The Reactive Problem Solver (14%)
The Relationship Builder (21%
)Slide3
Hard Worker
Always willing to go the extra mile
Doesn’t give up easily
Self-motivated
Interested in feedback and developmentSlide4
The Challenger
Always has a different view of the world
Understands the customer’s business
Loves to debate
Pushes the customerSlide5
The Lone Wolf
Follows own instincts
Self-assured
Difficult to controlSlide6
The Reactive Problem Solver
Reliably responds to internal and external stakeholders
Ensures that all problems are solved
Detailed-orientedSlide7
The Relationship Builder
Builds strong advocates in customer organizations
Generous in giving time to help others
Gets along with everyoneSlide8
R
elationships
are not necessarily the key to
success
Research from the Corporate Executive Board, as indicated in
The Challenger Sale
, shows that in the current business environment, customers don’t always know what they don’t know and crave
insights
that can help them run their businesses more effectively and efficiently.Slide9
The
most powerful sales approaching is based on:
T
eaching
T
ailoring
T
aking control of the customer conversationSlide10
Teaching for Differentiation
Build
insights
into teaching conversations
Don’t forget the emotional component of a well-designed teaching pitch
Tell a compelling story with real drama and suspense
(
HBR Guide To Persuasive Presentations
)Slide11
Six Steps
The Warmer
Building credibility by reading prospect’s mind, demonstrating empathy, giving
new information (Open, Greeting, New Information)
Reframe
First, reframe an unrecognized problem, need, or
assumption (Recap and Purpose
)Slide12
Rational Drowning
Gradual intensification of the problem, both in degree and closeness to the
customer (Discussion
)
Emotional Impact
Psychological
features of the problem, or presence in the individual’s workflow, humanizing the
problem (
Discussion based on Emotional
INtelligence
)Slide13
Value Proposition – A New Way
A new framework for addressing the problem—implicitly tied to your value
proposition (Discussion
)
Your Solution and Implementation Map
Map of supplier services or solutions linked back to key teaching points; highlighted path to implementation (Discussion)Slide14
Old World:
Process
Focused
New World:
Judgment
Oriented
The customer
expresses a defined need
QUALIFICATION CRITERIA
The
customer is in a state of uncertainty
Identify
a stakeholder with the authority to spend
STAKEHOLDER
SELECTION
Identify
a stakeholder who is open to change and can influence decision makers
Demonstrate the value your solution provides relative to competitors’ offerings
NATURE OF THE CONVERSATION
Disrupt the customer’s thinking and assumptions about his/her business
“Dismantling the Sales Machine,”
Harvard
Business Review,
November, 2013
14Slide15
Use This Call Structure Model
Greeting
New Information
Opening
Recap and Purpose
Discussion and Creating Value
Summary and CloseSlide16
Presenting: Call Structure –
Six Steps
Greeting
Set tone of the meeting and build rapport
(The Warmer)
New information
Provide new, relevant information to enhance your source credibility and expertise.
(The Warmer)
Opening
A
well-planned statement to pique interest in your
proposal, insights,
and
solutions
(The Warmer
)
Recap and purpose
Recap what challenges and problems you will be
addressing,
and state the purpose of the call
. (Reframe)
16Slide17
Discussion and Creating Value
Move prospects from desire to conviction that your solutions are the best ones.
Dealing with objections
Conditions
Discussion
tactics – Create Value (Rational Drowning, Emotional Impact, and Value Proposition)
Summary and close
Summarize key points – no more than three – and ask for the order. No ask, no order
. (Your Solution and Implementation Map)
17