Challenging for Sales Success (Part 2)
For decades B2B organisations in solution selling have focused their sales approach on understanding client needs and building strong relationships. But research in recent years has clearly established that this is no longer enough, and that the very best salespeople go beyond traditional consultative and solution selling to ‘challenge’ their clients in multiple ways. This session moves on to explore the second and third components of the challenger sales methodology, tailoring for resonance and controlling the sale.
•Quick refresh on content covered in Part I – overview challenger sales
•Tailoring for resonance – tailoring the teaching message to different types of prospect/client, and to different individuals within a client organisation
- Deep client understanding
- Customisation of insights to align with unique client position
- Adaptive communication styles – engaging with different stakeholders to resonate across roles and responsibilities
- Creating emotional connection – enhancing message impact and making it memorable
- Balancing challenge and reassurance
•Controlling the sale
- Establishing credibility and authority
- Setting the agenda – to align with your sales strategy
- Driving the conversation with insights
- Managing objections effectively
- Closing with confidence