ReaditFor.me | The Challenger Sale

It’s a fact that seems to get lost these days – how you sell is just as important as what you sell.

The authors of The Challenger Sale tell us that the top performers sell differently than the average or mediocre performers, and it has nothing to do with building relationships or working the phone harder.

Today I read a summary of the book The Challenger Sale.

I learned that the world’s top salespeople do things differently than the average or mediocre ones.

Here is an idea and an exercise to consider this week, inspired by the book:

Idea: Challenging your customer’s assumptions

Sales engagements often start with visits to find out what customers want. But what if customers don’t know what they need? What if a customer’s greatest need is actually to figure out what they need? In that case, rather than asking customers, a better technique might be to tell/teach customers.

That’s what Challengers do. They win not by understanding their customers’ world as well as the customer know it themselves, but by actually knowing their customers’ world better than their customers know it themselves…teaching them what they don’t know but should.

Exercise:

Pick one potential customer for your business, and come up with one insight about their business that they should know, but don’t. It could be the way an emerging trend is going to shape their marketplace, a new idea that they could apply to an exiting problem, or anything else that will make them pause and think differently about their current situation.

Then, show them how your product/service can help them address this new challenge they didn’t know they had.

If you want more, you can read a summary of this book here today (you’ll need to create a free account first):  https://readitfor.me/read-rothbard


This link offers you a free Readitfor.me Membership (daily summary by text only), which is regularly $9.99/month.

Leave a Reply