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The challenger sale cliff notes11/8/2022 ![]() ![]() But it’s also more challenging than other approaches, because it empowers customers to be more demanding, and also requires salespeople to find creative ways to ensure customer satisfaction.Īfter all, a solution seller’s job is all about solving the customer’s specific problem, not foisting a ready-made package upon them. Solution selling does have its advantages. ![]() After all, price is only part of the solution on offer there’s also customization. Also, there’s no need to compete by lowering prices. Look at it this way: The car manufacturer doesn’t have to worry that his competitors also sell a very similar kind of truck. So why is this approach so effective? Solution selling helps the seller differentiate himself from competitors as well as control prices. ![]() In other words, the car manufacturer would sell a solution to the bakery’s concerns of delivering stale bread. It involves selling customizable products and services as a solution to a specific problem, rather than selling a “one-size-fits-all” product.įor instance, a car manufacturer wouldn’t try to sell just any car to a bakery instead, a salesman would pitch a delivery truck customized to keep fresh bread warm. In fact, the most effective sales techniques put the customer first. When you think about sales, what comes to mind? Perhaps slick, fast-talking sales reps closing deals?īut why is it that we only ever think about the sales rep, and never about the customer?
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