Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.
The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.
The book outlined five different approaches or styles of selling. The “Hard Worker,” the “Relationship Builder,” the “Lone Wolf,” the reactive “Problem Solver” and finally, the “Challenger.”
They explained how each style of selling had a different approach to reaching and persuading a customer. Their research showed the Challenger was the most effective selling style, challenging a customer with new ideas and thought processes.
This is still a great book to remind and discuss with your team what style is most effective for them and how they can apply the concepts of the “Challenger Sale” to improve their selling efforts and results.
Today’s video talks about the “Challenger Sale” and how, when you challenge your buyers by bringing new ideas and solutions so you can sell even more!