The Challenger Sale: Taking Control of the Customer Conversation

know what your unique strengths are.

Is that what you’re seeing too, or would you add something else to the list?”

“We’ve worked with a number of companies similar to yours, and we’ve found that these three challenges come up again and again as by far the most troubling.

What data, information, or insight can you put in front of your customer that reframes the way they think about their business—how they operate or even how they compete?

“Why should our customers buy from us over anyone else?” That’s it. It’s disarmingly simple. But that one

the move to “solutions” is grounded in an effort to justify premium prices for bundled products and services.

Challenge customers’ assumptions. Catalyze action. Scale across customers.

provide free consulting.

Lead to your unique strengths.