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![]() It's a sales practice that motivates challenger sales reps to emulate specific high-performing salespeople, or challengers, in their sales operations.įurthermore, this entails informing prospects about their circumstances, adapting their communication to the needs of specific prospects, and taking control of a transaction. For that, we have ‘The Challenger Sales Model.’ ![]() In this transforming world of continuously evolving customer buying behavior, your techniques and approach for sales must transform as well. They win not by understanding their customers’ world as well as the customers know it themselves, but by actually knowing their customers’ world better than their customers know it themselves, teaching them what they don’t know but should.” ~ Quote from Challenger Sales Book. ![]() "Challengers aren’t so much world-class investigators as they are world-class teachers.
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