Evan Adams has been to two classes, to talk to us how to sell well an also about his story with No Wait. A key insight that I have learned from Evan is the idea from the book The Challenger Sale. It asks the question, what kind of sales person are you? It introduces the Hard worker, Relationship Builder, The Lone Wolf, Problem Solver, and the Challenger. They are relatively self explanatory, however, the Challenger salesman was very interesting. It talks about the challenger will think critically about their customer. They learn how to ask questions and push the customer to beyond what they thought they wanted. Not forcing them, but helping them realize things better than what they might have known or originally thought.
Being a challenger does have its challenges though. Challengers have to be careful with how they challenge their customer, so that they do not scare them off or give off a stereotypical sales person vibe.
BoweryJE22
Good point James. The Challenger is a very important type of sales person of many. I though it was so interesting that the Challenger and Lone Wolf are similar in that they think for themselves while trying to sell, instead of the other types who try to do the bare minimum or do too much.
James, two questions:
1. Did you focus on Challenger because you related to that type the most?
2. Do you see yourself in multiple different types?
Personally, I related to several of these traits and was wondering what your stance is.
The challenger is a very interesting sales persona to me. I feel like it almost has the most risk involved because of having to walk the line in challenging your customer without pushing them too much. I almost feel like it could have more reward as well because of how you can challenge your customer. Thanks for sharing!