From conversation to decision. Sales in the Challenger model

Nowe Motywacje has been supporting organizations in the development of employees, leaders, and teams since 1996, focusing on solutions that work in practice. They work with organizations in a way that ensures change is visible in daily operations, not just at the level of declarations. They engage in team processes, organize work methods, and help people grasp context, make decisions, and take responsibility for results more quickly. Instead of one-off actions, they build solutions that remain within the company and begin to operate without ongoing external support.

The training shows how to conduct sales based on the Challenger approach, which focuses on changing the customer's mindset rather than just responding to their needs. Participants learn how to establish their position in sales conversations, guide the customer through the decision-making process, and work on real business challenges on their side. The work focuses on specific sales situations and decisions that impact the outcome of the conversation.

For salespeople, account managers, and sales leaders who want to develop a more strategic approach to sales and increase their effectiveness in working with clients.

• Understanding the assumptions of the Challenger model and its application in sales practice.
• Developing skills in conducting conversations that bring a new perspective to the customer's thinking.
• Strengthening control over the sales process and decisions on the client's side.
• Learning to work with arguments based on the client's real business challenges.

Benefits for the organization

• Increased efficiency of collaboration in teams due to better alignment of communication styles.
• Enhanced effectiveness in achieving goals through greater awareness of individual differences.
• Reduction of conflicts and improvement of the organization's daily functioning.

Benefits for the participant

• Better understanding of their own working style and the styles of others.
• Development of skills in adapting communication to different personality types.
• Greater effectiveness in building relationships and understanding in the professional environment.

What the Challenger model is and its significance in modern sales

• How the Challenger model was created.
• The context of the model's creation – the financial crisis.
• The scale of research.
• Sales competencies studied and analyzed by the model.

Five sales styles according to the Challenger model

• Characteristics of each style: strengths and weaknesses.
• Characteristics of top and average salespeople.
• Effectiveness of each style in relation to the results of the Challenger model research.
• "One winner and one loser."

Characteristics of the Challenger style

• Three key competencies of the Challenger:
• Educating – building a new perspective for the Client.
• Adapting – identifying the client's economic drivers.
• Control – assertiveness and control of the sales process.
• Three areas of authority: competence, credibility, likability.
• Exercise "Business Cards": building authority in practice.

Challenger tools in communication with the Client

• Framing and building the Client's perspective.
• Techniques: "Success story", "Guiding prompt".
• Techniques of Daniel H. Pink.
• Motivating the Client to make a decision – according to Michael Pantalon.

Practical workshops

• Mini scenes – training using the learned tools.
• Simulation scenes based on case studies.
• Feedback for participants of the scenes.
• Building plans for further development of Challenger competencies.

8 hours

• 1 workshop (8 hours)
• training materials
• trainer's travel to the venue
• training facilitation
• training needs assessment
• personalized certificate in pdf
• online evaluation survey
• summary report from surveys