The most important takeaways from the challenger sale book

They want sales reps to be more of a вЂњtrusted advisorвЂќ вЂ“ someone who understands them, knows what they need, and can provide the advice and solutions they are looking for. Nowadays, buyers are looking for consultants, not just someone whoвЂ™s trying to sell them something or who provides the best product at the cheapest price. HereвЂ™s the percentage of sales teams who say the role of sales has increased significantly or somewhat in the following ways over the past five years:Дў) Buyers Want Sales Reps to be Personal Consultants They set the pace, and we cater to them now.Д¬onsequently, the influence that sales has on a companyвЂ™s overall business strategy has continued to grow.ДЄs the report points out: вЂњSales departments are now positioned to be the testing grounds for advanced technologies of the future, such as automation and intelligence, to meet customers on their turf.вЂќ 61% of B2C consumers and 76% of B2B buyers reported that they feel that they have more power in the sales process currently than they did five years ago. LetвЂ™s not mince words вЂ“ buyers and consumers are driving the sale today. Here are a few main takeawaysВ from this report that show current trends in the sales profession whatвЂ™s expected in the future and what your sales team needs to do in order to be successful in todayвЂ™s changing marketplace: 1) ItвЂ™s a BuyersвЂ™ Market, and Sales is More Important than Ever But how, exactly?ДЄnd what does this mean for todayвЂ™s sales professional? Modern State of SalesДЄ few months ago, Salesforce issued their second annual State of SalesВ report with вЂњinsights and trends from over 3,100 global sales trailblazers.вЂќ Technology is drastically changing the sales profession in many different ways. Whereas Miller Heimen pay attention to the role or title, CEB put the emphasis on the personвЂ™s ability to build a consensus and willingness to drive change.-Bob Dylan, вЂњThe Times They Are A-ChanginвЂ™вЂќДriverless cars, the radical revitalization of the retail industry, jobs that are predicted to be replaced by robots вЂ“ the times certainly are aвЂ™changinвЂ™. The Mobilizerв„ў is the term that CEB use to describe the individual that will fight for you and your solution, acting as an internal champion, helping you to navigate the stake holders who have an influence on the decision. CEB have identified a person who can help, known as the Mobilizerв„ў. Bear in mind this is at a point well before the seller walks through the door! According to CEB, the highest probability for the buying process to break down is 37% of the way through the procedure. вЂ“ Are interested in one thing, the status-quo remaining as it isДuring the buying process stakeholders must agree at three critical decision points:Дepressingly, according to CEBвЂ™s research, supplier selection doesnвЂ™t even begin until a potential customer is on average, 57% of the way through the buying process. вЂ“ Is more interested in personal gain rather than that of the company вЂ“ An insider who provides information typically unavailable to suppliers

вЂ“ A person trusted by other executives and are visionaries who like to coach. вЂ“ An ally willing to meet and discuss ideas

DonвЂ™t be put off here, the Sceptic is really pushing back on the idea because theyвЂ™re exploring it! Not because they donвЂ™t like it or are planning to sabotage it. вЂ“ A cynic who requires proof to support change but is open to new ideas. The GoGetter that will take care of the internal selling of your proposition and is comparable to the вЂcoachвЂ™ in Miller Heiman but letвЂ™s be cautious about making too close a comparison. вЂ“ An advocate for good ideas who delivers results. Now IвЂ™m sure weвЂ™ve all realised that more and more people are getting involved or are having an influence on the decision to buy? Since the global recession this has increased, as perhaps people are becoming more risk adverse? Or perhaps the world is becoming more complex? Or perhaps expectations are higher?Д¬EBвЂ™s research has divided these вЂstake holdersвЂ™ types of individuals that have an influence on a buying decision, into 7 different types: So, The Challenger Customer is very much about customer buying behaviour and itвЂ™s based on CEBвЂ™s extensive research, not something pulled from mid-air. Remember this number, 5.4, because itвЂ™s very important! On average 5.4 individuals, all with varying agendas and perspectives have an influence on a buying decision in a B2B, complex or consultative selling situation.Д«ear in mind weвЂ™ve touched on this area before (see here ) while describing the Miller Heimen Model. CEBs latest study and subsequent book is The Challenger Customer. Well, CEB, The Corporate Executive Board are at it again but this time from the perspective of the buyer. You may have read our blog piece on The Challenger Sale (see here ).

The most important takeaways from the challenger sale book