Challenger Selling – Module 2 – Teach

In this course you’ll be introduced to the first discipline “Teach” in the Challenger Selling approach. What does it mean to teach a customer, and how is the communication different from a traditional sales dialogue with the customer? You’ll get to know the 4 principles of Commercial Teaching, and the 6 important steps in an insights led customer dialogue that is called the Teaching Pitch Playbook.

Enjoy!

1
Welcome
2
Learning goals
3
Becoming Challenger
4
Why is Customer Experience so important?
5
Satisfied Customers are Valuable
6
The Research
7
Question 1
1 question
8
Question 2
1 question
9
Teaching Customers
10
Teaching for Differentiation
11
The Power of Insights
12
The Mechanisms of great Teaching
13
Question 3
1 question
14
4 Rules of Commercial Teaching
15
1. Connect Insights to Unique Strengths (Differentiate)
16
A Unique Strength?
17
2. Connect Insights to Customer (Reframe Facts) 1/2
18
Connect Insights to Customer (Reframe Facts) 2/2
19
3. Catalyse Action (Motivate)
20
4. Standardize pitch (Scale to Segment)
21
Question 4
1 question
22
Overview: 4 Rules of Commercial Teaching
23
Question 5
1 question
24
The 6 steps in the Commercial Teaching Pitch Playbook
25
1. The Warmer
26
2. The Reframe
27
3. Rational Drowning
28
4. Emotional Impact
29
Question 6
1 question
30
5. A New Way
31
We’re getting there
32
6. Your Solution
33
Teaching Pitch Summery
34
Question 7
1 question
35
Question 8
1 question
36
Active Listening
37
Video – How to have a Challenger Conversation
5 min. 43. sek.
38
Review your Sales Materials
39
Developing Commercial Teaching Materials
40
WELL DONE

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Enrolled: 12 students
Duration: 30 min.
Lectures: 32
Level: Beginner

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