Commercial teaching, that is, the ability to teach customers something new about their business, is a cornerstone of the “Challenger Selling Model”. Yet for sellers is often difficult to differentiate reasonable but foregone business observations from impactful insights that can call a customer to action.
Credible, relevant, disruptive, and linked to you unique strenghts - any commercial insight that you deliver must possess these attributes to be powerful and capable of reframing your customers’ thinking.
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