Teaching Tailoring Taking control of the customer conversationīuild insights into teaching conversations Don’t forget the emotional component of a well-designed teaching pitch Tell a compelling story with real drama and suspense (HBR Guide To Persuasive Presentations)īuilding credibility by reading prospect’s mind, demonstrating empathy, giving new information (Open, Greeting, New Information) Reframe First, reframe an unrecognized problem, need, or assumption (Recap and Purpose) Research from the Corporate Executive Board, as indicated in The Challenger Sale, shows that in the current business environment, customers don’t always know what they don’t know and crave insights that can help them run their businesses more effectively and efficiently.ĩ The most powerful sales approaching is based on: Reliably responds to internal and external stakeholders Ensures that all problems are solved Detailed-orientedīuilds strong advocates in customer organizations Generous in giving time to help others Gets along with everyoneĨ Relationships are not necessarily the key to success Understands the customer’s business Loves to debate Pushes the customerĥ The Lone Wolf Follows own instincts Self-assured Difficult to control Self-motivated Interested in feedback and developmentĤ The Challenger Always has a different view of the world The Lone Wolf (18%) The Reactive Problem Solver (14%) The Relationship Builder (21%)ģ Hard Worker Always willing to go the extra mile Doesn’t give up easily
2 Five Sales Types The Hard Worker (21%) The Challenger (27%)