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  1. Chuck Sena permalink

    Dave – I wonder if part of the problem is the success of the Challenger mentality. I suspect many salespeople look at the idea of challenging the customer’s status quo as a free pass to avoid listening and understanding. Since salespeople are being taught to be the expert they believe that gives them the freedom to dictate the flow of conversation and dismiss customer input.

    To be clear – I do not want to make an indictment of the Challenger mentality. Rather it this is an observation about how people are not applying Challenger in the sales conversations with the customer. Instead they are pontificating.

    • Chuck, you nailed it. There have been so many bad implementations of the Challenger concept. They amount to new versions of “pitches” where we talk about what we want to, without really engaging the customer about what they care about.

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