There are 5 seller profiles based on personality:
- The Relationship Builder (Mary)
- The Reactive Problem Solver (Clay)
- The Hard Worker (Daniel)
- The Lone Wolf (Steven)
- The Challenger (Rebecca)
Keep in mind that in a sales call, Mary, Clay, Daniel, Steven and Rebecca are ALL following a similar and effective sales structure.
They are asking the appropriate questions and demonstrating product knowledge.
They’re all doing the right things.
But, it’s Rebecca, the Challenger, who is going to be closing the most.
It’s all in the mindset of the salesperson.
Mary, Clay, Daniel and Steven all act as resources for the buyer.
Resources are optional.
Rebecca is a necessity.
Rebecca is an expert in her field, a student of the industry and an asset to her buyer’s company.
The Challenger is always needed, so the Challenger always has business.
There’s even a statistical correlation that the Challenger won’t be affected by economic downturn. (Yes, I’m referring to 2008).
It’s the Challenger that sells value from an “expert’s” perspective.
It’s the Challenger that closes.
You’re all salespeople.
So, you might as well be a Challenger.
Dixon, M., & Adamson, B. (n.d.). The Challenger Sale. New York: Portfolio Penguin.
Mares, J. (n.d.). A 5-Minute Summary Of “The Challenger Sale” Book Your Boss Told You To Read. Retrieved October 19, 2017, from https://blog.hubspot.com/sales/challenger-sale-summary
Squire, P. (2013, January 14). Tactful Audacity & The Challenger Sale. Retrieved October 19, 2017, from http://www.consalia.com/blog/tactful-audacity-the-challenger-sale/3/#.Wekb9xOPLVo
Artwork from Starship Earth: The Big Picture