sales

Challenger Sale

– Listen 

– Ask Questions, Lead Them 

– Empathy 

– Say Little, This is Therapy 

– Slow Down, When Speaking 

– Put Things in Customer Benefit 

– Be funny 🙂 

### Step 1: The Warmer 

“We are seeing the following three things at other companies like yours. Is 

there something you’d like to add? ”This is you are starting with a hypothesis 

of the company. What other companies have you worked at that face similar 

situations. Make it three things specifically 

Get more data back. 

### Step 2: The Reframe 

Need to have something to the customer which is a reframe. Not a I totally agree 

but a , “huh, that is interesting” It needs to SHOCK. If you fail to give this 

“huhhow interesting: then you failed the sale because they already though 

through of how to do it themselves. Time to break the news that their problems 

will not be solved with the solution they’ve imagined.*Get within their OODA 

cycle and throw them into chaos so that they have to reframe and reorient their 

decision making process around you. 

Shock Them Have to create a huh / that’s right 

### Step 3: Rational Drowning 

They need to really feel like that they need this solution. Make them consider 

the opportunity. Do not mention youself at all.Reframe it with solid data. Why 

is this important? 

Give examples of why this is important 

### Step 4: Emotional Impact 

Customer has to see themselves in the story you are telling with the 

solution.You have to paint a picture of other companies like the customer who 

went down a similar path by engaging in behavior that the customer will 

immediately recognize as typical of their own company.Help them glimpse into the 

future.During a successful Emotional Impact step, your audience will feel 

personally connected to your presentation because you’re giving them a scenario 

that resembles their own situation.*Relate to pain. Create a story that helps 

them feel the pain.What is the unhappy ending here? 

Have them be in the picture but the ending doesn’t look good. 

### Step 5: A New Way 

Talk about solutions not about you. Talk about what the solution can do. I.e 

What the capabilities of the new system would be. How to go about it.Convince 

them thow much better they would be if they acted differently.They have to buy a 

solution before they buy your solution.Tell alternate story with a happy ending. 

Tell a solution.Something that could be generic. 

### Step 6: Our Solution 

Demonstrate how our solution is much better than anything else out there. Tell 

them how we have experience in solving that exact need. How we have created a 

solution that allows them to figure out how to scale and grow. 

Tell them how our solution is better.