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The five types are the Challenger, the Hard Worker, the Lone Wolf, the Relationship Builder, and the Problem Solver. The Challenger Sales research revealed that every B2B sales rep falls into five different profiles.
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Now that you know the five profiles, it's time to put it all together by going over a summary of the book. They drive results by eagerly solving problems and keeping all stakeholders in the loop. The Problem Solver: The Problem Solver is adept at finding solutions for issues in both the team and the prospect’s business.These sales reps get in contact with a gatekeeper at their target company and slowly try to create an internal advocate. The Relationship Builder: When you think of a salesperson, you’re thinking of the Relationship Builder.Confident in their selling skills, they exceed quotas but are difficult to deal with interpersonally. The Lone Wolf: The Lone Wolf is a high performer but not necessarily a team player.The Hard Worker: The Hard Worker strives to get better in their role but doesn’t necessarily focus on the customer’s value drivers.Remember the three T’s: You teach them something valuable, tailor the sales pitch, and take control over the conversation. You understand what brings them value and leverage that information to deliver an irresistible pitch - and to tactfully pressure them. The Challenger (you): As a Challenger, you offer a new perspective to your prospect and don’t shy away from conversations about money.The authors clarify that you can exhibit qualities of all types. Though they all have distinct qualities, these categories aren’t mutually exclusive. As a Challenger, you’ll have an in-depth understanding of your prospect's business and push back at the right moment to drive the customer toward making a decision.Īdamson and Dixon don’t just talk about Challengers in the book - they also go over four other types of sales reps. Rather than being apologetic about trying to sell to the customer, you’ll own the conversation. It means approaching sales differently than you might’ve in the past. That means teaching prospects about their situations, tailoring their communication to suit specific prospects, and taking control of a sale. The Challenger Sales model is a sales methodology that encourages reps to emulate certain high-performing salespeople - or 'challengers' - when executing their sales processes.