Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

by Keenan

Challengers are defined as salespeople who are so knowledgeable about their customers’ industry and organization, and as a result are so well respected, they can pretty much speak their minds at any time, and even push their customers to consider ideas that may make them uncomfortable.