Customer Value & The Challenger Sale

During the 2008 world crisis, the Council of Europe Development Bank (CEB), led by Matthew Dixon and Brent Adamson, studied 6,000 sales reps and leaders worldwide. Three trends emerged from this study:

• Product-selling is dead.
• Solution-selling is king.
• In a crowded marketplace, some sales reps consistently and increasingly outperform others!

‍

Unlike traditional salespeople who focus on building relationships and fulfilling customer needs, Challengers take a more proactive approach by challenging customers' assumptions and providing insight that leads to new perspectives and solutions. They are assertive, confident, and have a deep understanding of their customers' businesses and industries.

‍

In this course you'll learn:

• Why some salespeople overachieved by 200%
• How to challenge assumptions and lead with effective questioning
• How to teach your prospects and customers
• How to lead meaningful conversations and have an impact
• How to get started, step-by-step