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The Challenger Sale - Coggle Diagram
The Challenger Sale
Teach
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Unique & Valuable Perspectives on the Market, Helps Navigate Alternatives, Provides Ongoing Advice & Consultation, Helps Avoid Potential Land Mines, Educates on new Issues & Outcomes.
6 Step Pitch
The Warmer
These are the challenges we see often with others, is this what you see too, or would you add something else?
The Reframe
You dig into how the previously mentioned issue leads to a much bigger one, you do not want them to agree with this, you want them to be surprised and interested, as it is valuable information.
Rational Drowning
You show them the charts & data that indicate their losses cause of the problem. If including an ROI calculator it goes here, but ROI calculator for the solution of the problem, not our product.
Emotional Impact
"We know you're different, but we've seen this {story} play out with other similar companies. - It must feel immediately familiar.
A New Way
You want them to get the solution, not your product.
Your Solution
Don't lead WITH, lead TO. - The value is not what you sell, but the insights you provide as part of the sales interaction itself.
What is currently costing our customers more money than they realize, that only we can help them fix? Is the ultimate question to ask when building the pitch.
The pitch should be Bold - Big, Outperforming, Leading Edge & Difficult
Tailor
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Professionalism, Ability to Educate The Customer & Approval Across the Organization.
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Control The sale
SSN Template (Weaknesses & Strenghts, Customer Requested Concessions & Concessions we want to provide)
You want a highly branded, differentiated product, with higher than average service.