![]() Salespeople engage in disruptive two-way conversations with customers, provoking buyers to move away from their status quo approach and choose your solution.Ĭhallenger is one of several sales training models inspired by Geoffrey Moore’s original idea of Provocation-based Selling, popularized by his HBR article, In a Downturn, Provoke Your Customers. The Challenger sales model is based on the idea that your sales reps can teach your customers something new about their company. ![]() This strategy, as popularized by the Challenger Sales Model, is one of the most recognized sales training methods today.īut where did it come from? And is it effective for every selling and buying situation? What is the Challenger Sales Model? Challenging buyers to disrupt their status quo, change, and choose you.
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