I took a sales call yesterday and, I have to admit, I was really, really impressed with the salesperson on the other end of the line.  He was educational, but mostly was effective because he challenged me.

The funny thing is, I don’t think this person knew how good he was, so I told him!  He appreciated my feedback.


Things he did well:

  • He pushed back when I minimized his offering
  • He pulled back when he didn’t think I was qualified…and that got my attention, because I could tell he was well trained.
  • He also had some “feel” to the process as opposed to a robo approach

So, I asked

  • Are you using a script?
  • Have you received sales training?
  • How long have you been selling?

He told me he had Sandler training, but really subscribed to the Challenger methodology, interesting.

Long story short,

  • He changed my thinking and mind set I had at the outset of the call.
  • I was prepared to take the call and politely decline
  • But, I ended up being educated and having a genuine interest in using the service, all because of the sales approach.

Challenge your buyers!  You and your prospects will be better for it if you do.


Pin It on Pinterest

Share This