What sets challengers apart from other reps is their ability to teach, tailor and take control of the sale. Challengers teach by reframing assumptions and then quantifying the ability of their offerings to either make more money or save more money for customers. It’s important to note that successful teaching always leads customers to your unique capabilities. Effective challengers also tailor their pitches depending on the industry, company, role and individual that they’re engaging with. This is critical because decision drivers can vary widely by group. Finally, challengers take charge of the conversation by separating viable prospects from price shoppers, creating urgency to take action and gaining commitment from customers to widen their frame of potential opportunities.

Knowledge Test