Which sales type are you?

1. Question
Which sales
type are you?

2. Research
6000 Interviews with sales
managers, buyers, CEOs,
consultants and customers
Research by CEB - members only Sales Advisory firm – authors of The Challenger Sale

3. Results

4. Hard Worker
“…make enough calls, send enough emails, respond
to enough tenders and it’ll all come together”

5. Relationship Builder
“…whatever the customer needs, just make it happen
and when it does the business is bound to follow”

6. Lone Wolf
“…the boss would fire you if he could but you smash
your numbers and nobody knows how you do it”

7. Problem Solver
“…the customer service agent in sales rep clothing…
…reactive focus on post sales support”

8. Fearless Challenger
“…constantly bringing fresh insight to the table
forcing the need to check strategy with reality”

9. Winners & Losers
Low
Complexity
Sales
High
Complexity
Sales
In high complexity
solution sales
Fearless Challengers
dominate as
Peak Performers

10. Fearless Challenger
“…deep understanding of the customer’s industry
and trusted to press the customer’s thinking ”

11. Conclusion
Fearless Challengers ask & answer
3 questions on behalf of their client:
Where are they?
Where should they be going?
How can we help them to get their?
They see commercial breakthroughs and
have built the authority to sell them.

12. Next step
Learn the techniques of
Breakthrough Thinkers and
Fearless Sales Challengers
We coach the Fearless Selling Way
Contact us via www.fearlessway.com