Teach them lessons and provide insights that lead back to your unique and best strengths. Ideally, insights they haven’t thought about before. Teach your clients and provide them insights about their business. Suggests how to avoid landmines while picking the right service.Has an expert view on the market and business problems.Being able to navigate through the alternatives to the solution.Proving expertise during the sales process – 53%.When asked what drive solution loyalty, buyers responded: It comes naturally once the salesperson is in the position of the educator. Taking control is not only about assertiveness and being able to negotiate and insist on a price. You should always personalize your sales pitches, not only to the specific client but to the person’s role in the organization.

The Challenger is the clear winner in most cases, excluding some cases of the Lone Wolf who could be a unicorn in their current industry/role.

The relationship builder is too nice and too pleasing which makes him the loser in most cases. The writers manage the Sales Executives Council and the Marketing Leaders Council and base this book on years of research. This summary includes everything that wasn’t obvious to me while reading it and some of the things that were obvious but I thought it’s important to mention and always remember.

The challenger sale lone wolf