The Challenger Sale

Post-call Debriefing Questions
What did this conversation do to move the sale forward?
During moments of tension, was your gut feeling to defuse
the tension or press on? What did you do?
What are your next steps?
Download a more comprehensive guide at
www.thechallengersale.com
Including:
Coaching and development exercises
Detailed Challenger behavior guides
More pre- and post-call questions
Tips to build a Challenger team
Team meeting exercises
Your role as a Challenger leader
Online materials guaranteed available until November 10, 2016.

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APPENDIX B
Selling Style Self-Diagnostic
INSTRUCTIONS
Considering each of the statements below, score each one according to your
agreement with how well it describes how you sell to your customers.
1=Strongly disagree
2=Disagree
3=Neutral
4=Agree
5=Strongly agree
STATEMENT
SCORE
1) I often form enduring and useful relationships with customers.
2) I can effectively offer my customers a unique perspective, teaching them
new, unique insights that lead to my company’s products and services.
3) I am a true expert in the products and services I sell, comfortably exceeding
the knowledge that any expert purchaser might have.
4) I often risk disapproval in order to express beliefs about what is right for the
customer.
5) When negotiating with customers, I understand what drives value with
different customers, adapting my message accordingly.
6) I can identify the key drivers of a customer’s business and use that
information to customize my approach.
7) When it comes to fulfilling customer requests, I usually resolve everything
myself.

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8) In more difficult sales situations, I feel comfortable influencing the customer
to make a decision.
9) I can effectively discuss pricing and reimbursement concerns with my
customers, on their own terms.
10) I am likely to spend more time on preparation in advance of any sales calls
or meetings than everybody else.