Challenger Sales for large IT, B2B, and OEM manufacturers.
Teach customers for differentiations
- Offers the customer unique perspective
- Has strong two-way communication skills
Tailor for resonance
- Understands mobilisers and 5.4 Relationships per client
- Can identify economic drivers of the customer’s business
- Knows the individual customer’s value drivers
High Performer Focus Zone
Go Gether
Teacher
Skeptic
Core Performer Focus Zone
Friend
Guide
Skeptic
Take control of the sale
- Is comfortable discussing money
- Can pressure the customer
- Influencing and negotiation skills
- Assertiveness
