The Challenger Sale Model is a transformation imperative for every organization and needs to be embedded in the sales force . The book explains how to deliver a differentiates selling experience that delivers higher level of partner loyalty and growth . This is a summary of my key takeaways and by no means does justice to all the tools and techniques to reframe customer conversations to make them impactful and memorable

1. THE
CHALLENGER
SALE
KEY TAKEAWAYS

2. HOWYOU SELL IS MORE IMPORTANTTHAN
WHATYOU SELL

3. CHALLENGERS PUSHTHEIR CUSTOMER
THINKING & HELPTHEM COMPETE MORE
EFFECTIVELY

4. CHALLENGERS – 4T’S
1.TEACH FOR DIFFERENTIATION
2. TAILOR FOR RESONANCE
3. TAKE CONTROL OF SALE
4. CREATE CONSTRUCTIVE TENSION

5. THEVALUE OF INSIGHTS TRUMPSTHE QUALITY
OFYOUR PRODUCT

6. DON’T DISCOVERWHATTHEY KNOW ,
TEACHTHEM A NEWWAY OFTHINKING

7. RAPPORT & REFRAMEARE NOTTHE SAME

8. LOGIC ALONE IS RARELY ENOUGHTO
CHALLENGE STATUS QUO

9. LEADWITH A HYPOTHESIS OF CUSTOMER
NEEDS

10. PAINT A PICTURE OF NEGATIVE FUTURE
BASED ONTHE CURRENT PATH

11. PAINT A PICTURE OF NEGATIVE FUTURE
BASED ONTHE CURRENT PATH

12. MARKETING ISYOUR INSIGHT GENERATION
ENGINE

13. SALES LEADERSHIP REQUIRES AN
INNOVATION MINDSET

14. MAKE SUREYOUR PITCH IS BOLD
BIG NOT SMALL
OUTPERFORMING NOT ACHIEVABLE
LEADING EDGE NOT FOLLOWING
DIFFICULT NOT EASY

15. BE MEMORABLE NOT AGREEABLE

16. DON’T JUST TRAIN , CHANGEWHAT
HAPPENS BEFORE AND AFTER ..LEARNING
THAT STICKS / PRACTICE

17. TERMINOLOGY MATTERS

18. BEWARE OF LONEWOLVESWHO “LIVE BY
THE SWORD AND DIE BY THE SWORD”

19. COMPETITION FOCUSES ITS ENERGY ON
FINDING CUSTOMERS , CHALLENGERS ARE
OUTTHERE MAKING CUSTOMERS

20. CONSIDER PILOT BEFORE BROADLY
LAUNCHING

21. DRIVE ADOPTION BEYONDTHE “CHASM” ..
GO BEYOND EARLY ADOPTERS