Way back when, research around sales teams led to the Challenger profile and The Challenger Sale book. I've worked with multiple teams who adopted this approach, many with success. To do it well, salespeople must grab attention and be curious learners who share a challenge to status quo thinking.
The journey from The Reframe to A New Way requires two seemingly incompatible steps, Rational Drowning and Emotional Impact. Think of these as ways to raise the stakes and set up A New Way as a pressure release valve. This requires both preparation and improvisation.
When salespeople have drive to take action and discipline to properly prepare, the results are dynamite. Be responsive to your audience to chart new territory and customize the story to them - this is the key to the unexpected journey that leads to a New Way of thinking.
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What Nicolas Cage Can Teach Us About the Challenger Sale
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