If you are looking to build proficiency in the way your sales and marketing staff successfully communicates reframes, perhaps the exercises we had done in weekly team meetings will be helpful to you in working with your teams. “The Challenger Sale isn’t so much a “selling system,” as it is a way to think differently about how to approach customer interactions.”Ĭultivating Rep Proficiency with the Reframe * Just a quick note to remind people that The Challenger Sale is not touted, nor intended as a ‘selling system.’ Brent Adamson shared the following on the topic in a blog post back in 2012… Being able to Reframe, or share an insight in a way that the prospect hasn’t thought of or considered before, is paramount to moving successfully through the rest of the choreography.

There is more than meets the eye, especially as the real point of differentiation tends to hinge on the second stage with the Reframe. If you are familiar with the Challenger Sale, you will quickly recognize the six components of the Challenger Choreography described as follows:Ī cursory review of what each stage of the choreography is intended to accomplish is largely unsurprising, and in five of the six stages, looks similar to many selling systems* out there.

The challenger sale workbook