Page 11 - BOSC-P Vodafone Apr 2017
P. 11
The Challenger Fingerprint
Challenger sellers use disruptive insights to challenge customers’ assumptions and force them to think
differently. They take back control of the purchase conversation in a way that leads customers back to the
unique strengths of their organisation.
Challenger Rep § Offers unique perspective
Behaviors Build § Maintains two-way Teach
Constructive Tension communication
§ Knows customer value Tailor
drivers
§ Identifies economic drivers
§ Is comfortable discussing money Take Control
§ Can pressure the customer
§ A Trusted Advisor to the Customer
