The Challenger Sales model was developed by sales training expert Mark Lingelbach. He observed that the majority of salespeople were operating like “Challengers.” They would approach a sale with the assumption that they knew more about their prospects than they really did. This could lead to an adversarial relationship and ultimately lower sales performance.

The Challenger Sales methodology is a new vision that more closely aligns with consultative sales, or SPIN sales, rather than persuasive sales.

According to a recent study, the average customer is 57 percent through the mental purchase process by the time they speak with a sales representative. It’s up to each business to decide what type of representative they should talk to and which methodology should greet them.

Challenger Sales is a methodology that helps you find your ideal clients. It helps you develop the right message and the right strategies to sell your product or service to them.