Applying the Challenger Sales Model on the Job
In this lesson, you'll see how the Challenger Sales Model works in practice. Learn how to tailor your approach, teach the customer something new, & take control of the sales process to close a deal. For example selling a SaaS solution to a small manufacturing co.
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Video script
Welcome back! Let’s now look at a concrete example of how the Challenger Sales Model works in practice.
Imagine that you’re selling a SaaS solution to a small manufacturing company. The company is currently using manual processes for their inventory management and they're looking for a solution to automate this process.
The first step for you is to tailor your approach to their specific needs. By doing research and asking questions, you'll be able to identify their pain points, goals, and budget. By understanding these three, you'll be able to craft a solution that addresses their specific needs. In this case, the company's pain point is the manual process that is causing delays and errors, their goal is to automate the process, and their budget is limited. You'll also be able to show them how it can automate the inventory management process, which will help them to achieve their goal.
The second step is to teach the company something new. By teaching them about the benefits of automating their inventory management process, you'll be positioning yourself as a trusted advisor and a valuable resource for the company.You can also teach them about how the SaaS solution can help them to improve the accuracy of their inventory management and also help them to reduce delays and errors.
And finally, your third and final step is to take control of the sales process. By leading the company through the process of setting up the SaaS solution and navigating through any obstacles that may arise, you'll be able to close the deal.
And that’s it! Congrats on the sale! By applying the principles of The Challenger Sales Model, you were able to tailor your approach to the specific needs of the customer, teach them something new and take control of the sales process which helped you to close the deal. Well done!
In the next and final video, we'll be recapping the learnings and benefits of understanding the Challenger Sales Model, and I’ll share with you some excellent sources for further reading!
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