The Challenger Sale: Taking Control of the Customer Conversation

“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.

Lead to your unique strengths.

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

that since they weren’t going to be participating in the bidding process, but valued the long-term working relationship they had, they would be happy to help them think through the construction of their RFP to ensure that they were requesting the right things out of their next supplier.

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

Rep offers unique and valuable perspectives on the market. Rep helps me navigate alternatives. Rep provides ongoing advice or consultation. Rep helps me avoid potential land mines. Rep educates me on new issues and outcomes.

know what your unique strengths are.

“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.