Challenger Sale
Definition
Challenger Sale: The Challenger Sale is a sales methodology where salespeople teach, tailor, and take control of conversations. Based on research identifying top-performing reps as 'Challengers,' the approach emphasizes bringing insights that reframe how prospects think about their problems. Challengers push back constructively and guide buyers to better decisions.
Example Usage
“Our Challenger approach leads with industry benchmarks that show prospects their costs are 30% higher than peers, creating urgency to change.”
Common Misconceptions
Related Terms
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