Best sales method for SAAS products- the Challenger methodology!
Unlike other sales techniques that require repeat offenders to talk about your product, the Challenger Sales Method requires repeat offenders to talk about their prospective needs. By researching and studying prospects, challenges and needs you will be better equipped to take control of sales and encourage customers to make a purchase decision.
The Challenger Sales Model gives you the framework to close deals every time in three steps:
Teach the customer your value
Tailor your message to customer needs
Take control of the sale’s progress
Create a standardized sales procedure that harmonizes your teaching methods for demonstrating your value to customers.
Make sure you strategize clearly-defined action steps that establish milestones and offer procedures for moving the sale forward.
Train sales personnel to tailor this sales experience to each customer’s needs and opportunities.
Encourage assertiveness by identifying key leverage points and working with the decision-makers to turn those keys.
Take control over the process
- Define the problem
- Design the solution
- Refine the answers
- Create a sense of urgency
In order to provide relevant insights to potential customers and offer a unique perspective on customer needs, the whole organization should focus on the ideal customer as a pain point and your products as true value creation,
The challenger sales model is a sales strategy based on the active participation of sellers in their prospects of finding out about their service or product. Challengers are aggressive and direct, taking full control of the sales process.
The challengers-sellers, take over the power of conversation and lead customers to uncover valuable insights, while most employees focus on maintaining strong customer relationships, challengers are pushing customers to find innovative and unforeseen solutions to their business problems. They take control of the sale from the start of the sale process, not during the negotiation phase, creating the need for a particular buyer as if they were the only solutio and giving a high added value.
The Challenger model emerged in 2011 when a Gartner study of Amazon bestsellers identified five distinct profiles of B2B sales representatives, of whom the Challenger proved to be the most common top performer because of its approach. The book found that Challenger sellers were the most powerful members of the sales team
By emphasizing the harmony between relationship builders and close problem-solvers, the Challenger uses its market awareness and human nature to educate perspectives and dissolve preconceived ideas. In this way, it leads to new ways of understanding their problems and how best to solve them.
The knowledge of business challenges to define key benefits that make the biggest difference and explore the prospects through specific use cases and case studies that demonstrate the value of your product. Evidence of the benefits can be used to guide potential customers through a case study demonstrating the value applied.