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Challenger Selling

Challenger selling is based on the idea that successful salespeople challenge and educate their prospects. Salespeople first seek to understand their prospects' business and then use that knowledge to offer new ideas and solutions that the customer hasn't previously considered.

Salespeople are willing to take control of sales conversations and push their customers out of their comfort zones by challenging any preconceived ideas they might have.

Challenger selling is most commonly used in B2B selling and emphasizes the need for salespeople to become trusted advisors with in-depth knowledge and insight.​