Challenger sales
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Studies and results show that Challengers are much more performant than relation builders, problem solvers or any of the other typical sales types. How can you finetune your challenger skills and become a high value sales pro?
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Challenger sales
- 1. The challenger sales people
- 4. From “word by mouth” to “world of mouth”
- 5. Who scores the best? • Always willing to go the extra mile • Doesn’t give up easily • Self-motivated • Interested in feedback and development • Always has a different view of the world • Understands the customer’s business • Pushes the customer • Builds strong advocates in customer organization • Generous in giving time to help others • Gets along with everyone • Follows own instincts • Self-assured • Difficult to control • Reliably responds to internal and external stakeholders • Ensures that all problems are solved • Detail-oriented
- 6. Who are the Top Performers?
- 7. Who are the best at Selling Solutions?
- 8. 6 cards challengers know to play with
- 9. Products, services, .... Prospects & Customers Sales people Challenge the vocabulary
- 10. product promotion place price Seller was in charge
- 11. experience value access conversation Customer leads : +60 % of the B2B buying process happens without a buyer-seller interaction
- 12. Experiences Ambassadors Coach in a buying process 21st Century words to use
- 13. Who was that on the phone? touchpoints
- 15. I have always done it like that I am not able to and I do not know that I am not able to I am not able to and I DO know that I am not I am able to, and it sure asks an effort to do it U.C U.I C.C C.I
- 16. Call sheet Objective : Customer contact details Contacts I want to know – names Number of people at work Who are their customers? How mobile are they? Satisfaction rate with current systems When latest change? Why latest change? Familiar with cloud computing? Familiar with Office 365? …..
- 17. Challenge your listening skills
- 18. Challenge 1. Listen actively 2. Isolate components 3. Check what is NOT said 4. Challenge the components Example “That looks too complex. We won’t need all this” + 4 items to challenge
- 19. Challenge your questioning skills
- 20. Place & Time Actions & Behaviour Resources & Knowledge Important things Roles & functions Mission & Vision Level with your customer
- 21. Challenge your replying habbits
- 23. 23
- 24. Interesting to hear. Do you mean not interested as in - I have no time right now, - I am not the right person to talk to about this - We have other Sorry, we are not interested
- 26. Social selling
- 27. Dream.Lead.Grow. sales force, hunter, farmer strategy buying coach, guide Disconnected approach Metric driven Focus on quota Sell to similar customers Product focus Sales skills are key connected sales model Customer centric New metrics and KPI’s Sell to extended buyer set Business value focus Business insights and communication skills are key Sales Manager Team Leader
Notas do Editor
- start with the anecdote of the sport shoes introduce myself use the learning circle graph illustrates what I do, but the people in the room will experience, and what they can learn from this with regard to their customers who they themselves are continuously in one of the four mental states when having conversations with them. Doug about the changing markets. Use a slide with the three faces and what how why flow to illustrates that we can no longer start with the bottom end with why we should do so the other way around challenge the audience to write down their why statement briefly discuss the results of the research done by the sales Council research and show that the challenger sales today the most performance salesperson of the five types highlight so what can we learn from the challengers? What is it they do we can easily replicate and do ourselves? I would like to share with you seven tips that will help you in improving your results
- Reminder on where customers go for their information
- Let's have a look at the five archetypes of sales people. You will probably recognise them. The first one is the hard worker. He is always willing to go the extra mile, quite self-motivated, gets joy from feedback you give and from training is he can follow anyone give up that easily. The second one is a challenger. Sometimes they are referred to as Mismatchers because they will always have a different view of the world. The challengers turn out to have a good understanding of the customer's business and it will not be afraid to push to customer in a certain direction. Perhaps the most easy to recognise will be the relation builder. The type of person who gets along with everybody, who is appreciated by everybody and walks through life as probably the most sympathetic guy in town. We all know at least one of them. Next there is the lone wolf. As the name implies he's difficult to control, very self-sufficient both in learning as in following instincts. And finally the problem solver whose main source of personal satisfaction is finding answers to other people's questions. They will even go far beyond the extra mile to find a solution and they will do so in detail. Their surroundings are aware of this and so will often turn to them with questions and problems.
- Very interesting to see your results. Now let us watch the results of research done by the sales executive Council. The figures that we will be looking at will show to things. The dark green area shows the performance of the core. This means on average looking at the average deal, who is doing best. The Light green shows the percentage of high-performance. Put the outstanding more complex and more profitable deals, who are the ones that outperform the others. Let's discover. click Now that you see the results, what profile would you prefer to have in your sales team?
- To me the answer is pretty obvious : I would go for the challenger. The challenger does not necessarily have to be the archetype challenger who some days may be flirting with arrogance. I am much more thinking of challenger's behavior. It means that if today you have relation builders or you have lone wolves are hard workers, you can develop the challenging part in them and increase their performance.
- Challenge your vocabulary (sales –> coach, Product experience, Customer, ... Challenge your mindset (customer reflex, quota = old school, experiences are in, ex linkedin) Challenge your listening skills (active listening) - delete, deform, generalize Challenge your questioning (logical levels) Challenge your reply habbits Challenge your strategy CHALLENGE YOUR CUSTOMER
- Challenge your vocabulary (sales –> coach, Product experience, Customer, ... Challenge your mindset (customer reflex, quota = old school, experiences are in, ex linkedin) Challenge your listening skills (active listening) - delete, deform, generalize Challenge your questioning (logical levels) Challenge your reply habbits Challenge your strategy CHALLENGE YOUR CUSTOMER
- Challenge your vocabulary (sales –> coach, Product experience, Customer, ... Challenge your mindset (customer reflex, quota = old school, experiences are in, ex linkedin) Challenge your listening skills (active listening) - delete, deform, generalize Challenge your questioning (logical levels) Challenge your reply habbits Challenge your strategy CHALLENGE YOUR CUSTOMER
- Challenge your vocabulary (sales –> coach, Product experience, Customer, ... Challenge your mindset (customer reflex, quota = old school, experiences are in, ex linkedin) Challenge your listening skills (active listening) - delete, deform, generalize Challenge your questioning (logical levels) Challenge your reply habbits Challenge your strategy CHALLENGE YOUR CUSTOMER
- Challenge your vocabulary (sales –> coach, Product experience, Customer, ... Challenge your mindset (customer reflex, quota = old school, experiences are in, ex linkedin) Challenge your listening skills (active listening) - delete, deform, generalize Challenge your questioning (logical levels) Challenge your reply habbits Challenge your strategy CHALLENGE YOUR CUSTOMER
- There is one final important feature of Challenger not to forget : he is a champion in building good reports. Here is well the good news is that it is not difficult. Let me share one simple trick you can apply as of tomorrow and you will immediately see a positive effect. When you are talking to people and you feel like saying : "yes I understand, but...." Take a deep breath and say : "now that is interesting, and....." followed by a question to get more insight in what has just been said. That is how you build report. You create involvement in your profile yourselves as a coach of the other one. By the way, this does not prevent you from giving your opinion, or your feedback. Just leaving out the 'but' creates a totally different environment in which your opinion will be much more appreciated.
- Challenge your vocabulary (sales –> coach, Product experience, Customer, ... Challenge your mindset (customer reflex, quota = old school, experiences are in, ex linkedin) Challenge your listening skills (active listening) - delete, deform, generalize Challenge your questioning (logical levels) Challenge your reply habbits Challenge your strategy CHALLENGE YOUR CUSTOMER
- So far in the shiny goals journey, we have shared methods to develop shiny goals and list priorities for the coming years. Next we shared tips and insights to adapt your offering to a recurring model and invent new offerings that will replace or complement the existing and or obsolete ones. We looked at how we can increase the profitability of the new offering In todays session we discussed the impact on our sales model. Translating theory into practice will require quite some effort. However, you will be surprised by the speed with which you can get into a positive spiral, with only a few minor changes as the offset. We have seen the power of “interesting, and” replacing the “yes, but” and you can do much more. The world is not what it is. the world is what we make of it. The only meaning of events, objects or people is the meaning we give to them. And to give meaning to things we use words. These words often reinforce the content and the meaning of the event, object or person to such an extent that it becomes a generally accepted truth that subsequently determines our behaviour which leads to reactions (that are often expected, since they come with the package) and as such create a spiral of events and consequences. Are you still with me? Words like Sales, farmers, hunters have been great to give meaning to concepts and persons, in the same way an arch and arrow have been great references for modern arms centuries ago. These obsolete words cause feelings and trigger actions that through the years have inherently been associated with the words. A sales should now the products, gets stress from quote to achieve, needs excellent sales training and objection handling training, talks a lot, manipulates (I sometimes hear); …. Change the title into buying coach or guide and feel the change in associations and subsequently in behaviour. Try and consider your selves no longer as sales manager, but become for instance a team leader. Write down the new associations and behaviours. They may in all of the cases automatically lead to new KPI’s, new actions.
- How do you do this? What are the typical behavioral features of a challenger? There we share with you a very easy to copy approach into understanding the success of the challenger.