The Top Sales Skills to Challenge Customers

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Challenging times require salespeople who can challenge.  Top tier salespeople who challenge customers are taking actions similar to coaches who are successful.  Companies, who have not clearly defined their strategy for going to market and communicated that strategy clearly and effectively down to the level of each salesperson, are now working on getting everyone aligned and on the same page. Companies are scrutinizing and seeking to refine how they qualify what goes into the pipeline and how the pipeline is being managed by sales leaders. More emphasis is being placed on determining if sales people are exhibiting the right behaviors and taking the appropriate actions. Effective behaviors and actions are monitored and rewarded if they result in sales, or discouraged if they are found to drain sales professionals and distract from results. Managers are coaching to make sure salespeople can implement the behaviors necessary to effectively bring a sale through the pipeline in a timely fashion.

There are some clear patterns and trends that end up determining which salespeople seem to be able to actually perform better in today’s market.  We have found that there is a critical moment in the sales process where the top producers in today’s market are winning the business. The top producers have at least one characteristic in common. They are willing to assertively challenge their customer if hesitation appears at a critical juncture in the buying process.

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