As the competition to secure business deals heats up from the very first quarter in 2015, smart salespeople will be looking at how they can alter their approach to relating to potential clients, or what they can do to improve their overall performance from the previous year. Those determined to grow in their career will look to replicate the challenger’s ability to quickly identify key-decision makers, and their aptitude to filter out unlikely opportunities.
Whilst some salespeople achieve results by bordering on ‘aggressive’ the challenger will be assertive, negotiating tactfully and reinforcing their opinions, making the client question their own view and bringing them round to theirs.
If there’s any mantra in business this year that should be engrained in your sales team, it’s the ‘teach, tailor and take control’ principle supported by the typical challenger. The teach element will help to bring about those ‘lightbulb moments’ from a client, using your own knowledge and abilities to nurture the ideas and mindset of your client.
Tailoring is the challenger’s ability to successfully identify the perfect solution for your client after gauging an understanding of how they operate. To take control, the clever salesman will monitor their clients commitment to them by pushing back every so often, testing their level of investment in you.
The challenger overall will win more sales, form more relationships and make the most of every opportunity. Not only would you benefit from joining the adaptation of these traits in 2015, but you’ll secure yourself guaranteed success for your future.