The Relationship Builder: When you think of a salesperson, you’re thinking of the Relationship Builder.Confident in their selling skills, they exceed quotas but are difficult to deal with interpersonally. The Lone Wolf: The Lone Wolf is a high performer but not necessarily a team player.The Hard Worker: The Hard Worker strives to get better in their role but doesn’t necessarily focus on the customer’s value drivers.Remember the three T’s: You teach them something valuable, tailor the sales pitch, and take control over the conversation. You understand what brings them value and leverage that information to deliver an irresistible pitch - and to tactfully pressure them. The Challenger (you): As a Challenger, you offer a new perspective to your prospect and don’t shy away from conversations about money.The authors clarify that you can exhibit qualities of all types. Though they all have distinct qualities, these categories aren’t mutually exclusive. As a Challenger, you’ll have an in-depth understanding of your prospect’s business and push back at the right moment to drive the customer toward making a decision.Īdamson and Dixon don’t just talk about Challengers in the book - they also go over four other types of sales reps. Rather than being apologetic about trying to sell to the customer, you’ll own the conversation. It means approaching sales differently than you might’ve in the past. It covers the key points explored in the book and shows how you can apply them to enhance your sales efforts. So to help you out, I’ve put together a five-minute review of the Challenger Sales approach.
#THE CHALLENGER SALE EXECUTIVE SUMMARY HOW TO#
That said, when you’re learning how to sell on the job with a giant quota hovering over your head, you probably don’t have any time to read.
It’s one of sales’ seminal works, based on one of the largest studies ever conducted in the field. These days, almost every new hire in B2B sales is told to read Brent Adamson’s and Matthew Dixon’s The Challenger Sale.