Could you be using the Challenger Methodology Already?
I came across the challenger methodology when coaching an Account Manager in a client company. I knew there was so much that she was doing well already, but I needed some way to validate her approach. The aim was to give a naturally excellent sales person the confidence to change nothing! And I found it in the Challenger Methodology.
The Theory of the Challenger Method is here – https://www.gartner.com/smarterwithgartner/power-challenger-sales-model/
What I took from it
There are some stand-out notes from this methodology for me;
Prospecting
It’s your prospecting that takes a dramatic boost from the challenger methodology. It won’t magically close a sale for you, but it means you have started the sales conversation in the right way.
Complex Products
To be clear, if you are selling the equivalent of a bar of chocolate, you do not need to worry about the challenger methodology – instead just focus on the numbers game, and productivity is key. If your product needs research and thinking, and expense, then the challenger is your man.
Customers see the similarities
Despite how long you spend differentiating your product and company from all the others, your customer is focused on the comparisons. The best way to differentiate yourself and increase sales is by making your product easy to buy. The differentiator that will bring you business, is your sales process.
‘No Way’ rather than ‘Of Course’
Naturally you’ll be discussing the issues to be solved by your product with your customer, rather than beating them over the head with the features and benefits. We’re no longer in the 1980’s. However, here’s the difference….. you are not trying to get agreement from your customer. You don’t want the response to your comments to be met with agreement, ‘yes’, ‘of course’. You want the jaw dropping silence of ‘No way, I didn’t know that about my market, your product, the problem I actually need to solve’. Whatever it is.
Teaching, Tailoring, Taking Control
Training in the challenger methodology will cover the fact that you are teaching your customer, you’re tailoring your message to suit them. Not everyone will have the same ‘No Way’ reaction to the same piece of information.
Then you take control. The customer/sales-person relationship is one that’s built on respect and parity. Price cannot be dropped to the floor, quality cannot be compromised. You are discussing VALUE.
Whole organisation
You need everyone behind you on the challenger ride. It takes time. The company messaging needs to be nimble, and exciting.
But step back and see the
