Use " Challenger selling model" to deliver an insight that would lead you to a sale. using any selling and buying firms as an example, consider the situation of the client, including their market, customers, competitors, and future trends. Additionally, consider the products and services that your firm (the seller) provides. Consider how you would ensure that what you say and do remains ethical
PLEASE USE THE CHALLENGER SELLING MODEL TO WRITE ABOUT THIS QUESTION
Outline: Introduction
- Briefly introduce: Selling firm, Buying firm, Objective ,Fall back Selling firm: What it does / how it does it What is the core offer it makes to clients (product/service) and value delivered Competitors
- explaining relative strengths and weaknesses against them Buying firm: What it does / how it does it
What is the core offer it makes to clients (product/service) and value delivered Competitors - explaining relative strengths and weaknesses against them.
- (insight) Identify at least one insight that the selling firm can offer to the customer
- (Teach and Resonance) Explain how you would use this insight to: teach for differentiation (teaching/talking) and tailor this message for resonance (listening and summarising)
- (Take Control) Identify the financial aspects and explain how these could be used to take control of the conversation including saving money and making profit
- (Ethics and Relationship) Consider ethical issues in your message and actions. Sellers firm ethical policy / buyers firm ethical policy? Explain what your long term relationship would look like to both parties. How will your insight and sales offer deliver long term revenue opportunities ?
