CHALLENGER SALE

Question 1

What are the three critical skills of the Challenger Account Manager?

Answer 1

1. Teach for Differentiation

2. Drive 2 way communication - the

Question 2

What are two key points of teaching for differentiation?

Answer 2

1. A unique perspective

2. Driving two-way communication - dialogue that leads to emotional perspectives.

Question 3

What is the main objective of a unique perspective?

How is this accomplished?

Answer 3

Teach a customer a perspective not yet considered by looking at, developing, and researching information.

Question 4

From where does the challenger draw their critical insights?

Answer 4

a. The customers data
b. Industry data
c. Business research

Question 5

4 Key Rules of Differentiation:

LCCAU

Answer 5

1. Lead to your unique strengths
2. Challenge your customer’s assumptions.
3. Be a catalyst of action
4. Uniformity - Apply across customers.

Question 6

What are 3 traits of the Challenger Sales Professional?

CAM

Answer 6

a. Curiosity
b. Achievement Orientation
c. Modesty

Question 7

What are 2 key points of tailoring to customer?

Answer 7

1. Exploit customers value drivers.

2. Identify economic drivers.

Question 8

What are traits of tailoring to the customer?

Answer 8

1. Lack of self-consciousness

2. Lack of discouragement

Question 9

What is a key indicator of being able to take control?

Answer 9

1. Is comfortable discussing money

Question 10

What are two ways to revitalize messaging around money?
V
C

Answer 10

1. Is Able to make case for value and the incremental impact that the value brings
2. Clear that challenger is about pressuring the customer to change and grow.

Question 11

What is one phrase to describe a challenger?

Answer 11

Initiates and applies constructive pressure.

Question 12

What are the 6 steps to the Challenger Sales Framework?

WFBELSAS

Answer 12

1. The Warm Up
2. The Framing of the Opportunity
3. The Business Case
4. The Emotional Case
5. Leading to the solution
6. Applying your solution

Question 13

What is the focus of the warm up?

Answer 13

Critical insight

Question 14

How are insights defined in the challenger sales model?

Answer 14

Drawn from the customers data,
Industry trends
or
Business News

Question 15

How do you frame the opportunity?

Answer 15

Introduce the unique perspective which connects the insight to the bigger challenge or opportunity for the customer.

Question 16

How does the business case utilize the data?

Answer 16

Makes the case for the “bigger challenge” or the opportunity - not yet the solutions.

Question 17

How do you leverage the emotional case?

Answer 17

Lead the customer to the solution (not your solution) by amplifying the pain of the challenge or opportunity.