as the name suggests, the challenger methodology emphasizes challenging the client’s thinking and assumptions. You aim to bring new insights and value to their business. This methodology can be tricky because it only works when the whole company, not just sales, buys into delivering solutions that change client perspectives.
Who it’s for: best suited for
complex sales environments where clients can benefit from being pushed to think differently about their challenges and solutions. The challenger method is well-suited to large sales departments, as it ensures an element of personalization for every deal without needing to change any team structures.
How it works: according to gartner, “challenger reps bahamas phone number list use their understanding of their customers’ businesses to deliver new insights and ideas, like how to save money or avoid risk, that the customer hadn’t previously considered or fully appreciated on their own. Challengers are effective because they build constructive tension.
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consultative selling focuses on understanding your selling shifts the focus customer’s challenges and recommending products or services to resolve them. It’s a deeply customer-centric approach focused on empathizing, advising, and advocating rather than pushing a product.
Who it’s for: ideal for creating long-term b2b reviews client relationships based on trust and understanding. This methodology is suited for b2b sales, financial services, and consulting industries.
