What are salespeople doing differently?

I recently had a discussion with a software company, aiming to bring them into our sales funnel. When the coffee was served something remarkable.

One of my interlocutors at the table, a sales manager, asked me: “ You do not see this often „. I just think: „How does he know? What he with me in class? Did I forget that we were talked before? “

Then the penny dropped. I would like to know more about my company. And this went on, I was screened for content.

I train people and write about the differences between „push & pull“ sales. In its core: Do not push because you are just pushing away most of your prospects away. He had read that too. My interlocutor had a clear opinion about „if you would have a book for me.“ „In short, we know how to frighten me and all about our marketing. He also had an opinion about it. He asked questions. I would like to have a good time. Interesting!

The modern salesperson is a Challenger
What I found most interesting what did he had already FORMED an opinion about me, de company and the way he wanted to do business before even talking to me. The downside was that it was a very long time. But a good salesman.

This conversation reminded me of the book „The Challenger Sale“ of Dixon & Adamson, where Neil Rackham (developer of the SPIN method) writes the prologue. He talks about the most remarkable breakthroughs in the history of sales. The first one was the discovery of the Hunter-farmer model (about 1914) and the second was mostly related to the use of the proper questioning techniques (ca. 1925). The intersection of the SPIN techniques was introduced.

Now we find ourselves in the fourth period and discovering that in B2B sales, the relationship builder is no longer the most successful seller. The so-called „Challenger“ is.

So what does a challenger do?
He is captivating, exciting and challenging; He is a good listener. And in this case. To listen and share my own vision. If you are interested in my interlocutor, I would like to thank you for your interest in me Your own experiences, is what skipping if you win new customers!

Interesting matter, right? The sales profession is still evolving.

Want to know more? Read „The Challenger Sale, or call me, I will happily share my vision with you.