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.

challenger-sale

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.

Brick

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