The Challenger Sale: How To Take Control of the Customer Conversation

Personally, I believe that a customer relationship is the result and not the cause of successful selling. It is a reward that the salesperson earns by creating customer value.

show that they put the highest value on salespeople who make them think, who bring new ideas, who find creative and innovative ways to help the customer’s business. In recent years, customers have been demanding more depth and expertise. They expect salespeople to teach them things they don’t know. These are the core skills of Challengers.