This article will explain the core principles of The Challenger Sale methodology, which posits that the most successful salespeople challenge their customers' thinking.
It will detail the six-step "Challenger choreography" for structuring a sales conversation:
- The Warmer: Build rapport and establish credibility.
- The Reframe: Introduce a new, insightful perspective on the customer's problem.
- Rational Drowning: Use data and logic to build a powerful case for the reframe.
- Emotional Impact: Connect the problem to the customer's personal or professional world.
- A New Way: Present a better, generic approach to solving the problem.
- The Solution: Introduce your specific product or service as the best way to implement the new approach.