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But the authors of the book argued that this approach was actually the worst way to sell. They claimed that the most successful salespeople were those who took a challenger approach - who challenged their customers' assumptions, taught them new ideas, and showed them a new perspective.
The retailer's executive looked taken aback. "What do you mean?" he asked.
His first meeting was with a potential customer, a large retailer who was struggling to compete with online rivals. Ryan could have just shown them his software and told them how it could help them automate their data analysis. But instead, he decided to take a different approach.
Ryan launched into a presentation that showed how the retailer was leaving money on the table by not using data analytics to drive its business decisions. He showed them examples of how his software had helped other retailers in similar situations.
Ryan decided to give it a try. He started by researching his customers and identifying areas where he could challenge their thinking. He began to craft a new pitch, one that would push his customers to think differently about their businesses.
Or we could also discuss what it means to be a Challenger in sales. What do you think?
Ryan's success was not just about the product he was selling - it was about the approach he took. By challenging his customer's assumptions and teaching them new ideas, he was able to build a relationship based on trust and credibility.
Over the next few weeks, Ryan worked with the retailer to develop a customized solution that would help them use data analytics to drive their business. He challenged their assumptions and pushed them to think differently about their business.
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But the authors of the book argued that this approach was actually the worst way to sell. They claimed that the most successful salespeople were those who took a challenger approach - who challenged their customers' assumptions, taught them new ideas, and showed them a new perspective.
The retailer's executive looked taken aback. "What do you mean?" he asked.
His first meeting was with a potential customer, a large retailer who was struggling to compete with online rivals. Ryan could have just shown them his software and told them how it could help them automate their data analysis. But instead, he decided to take a different approach.
Ryan launched into a presentation that showed how the retailer was leaving money on the table by not using data analytics to drive its business decisions. He showed them examples of how his software had helped other retailers in similar situations.
Ryan decided to give it a try. He started by researching his customers and identifying areas where he could challenge their thinking. He began to craft a new pitch, one that would push his customers to think differently about their businesses.
Or we could also discuss what it means to be a Challenger in sales. What do you think?
Ryan's success was not just about the product he was selling - it was about the approach he took. By challenging his customer's assumptions and teaching them new ideas, he was able to build a relationship based on trust and credibility.
Over the next few weeks, Ryan worked with the retailer to develop a customized solution that would help them use data analytics to drive their business. He challenged their assumptions and pushed them to think differently about their business.
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