The book found that Challenger salespeople were the highest performing sales team members 39% of the time.

The Challenger – Fostering a growth mindset, this sales personality changes the customer’s worldview to teach how the sale is valuable to the customer.

The Lone Wolf – Relying on instincts and emotions, this salesperson works alone.

The Reactive Problem Solver – Identifying bottlenecks as they happen, this detail-oriented sales leader is reliable and methodical.

The Hard Worker – These self-motivated salespeople beaver away putting in the extra mile.

The Relationship Builder – This sales style is based on connecting with the customer.

Written in 2011, the book asserts that there are five predominant sales personalities: Their book explores the different types of sales personalities and how each performs when it comes to closing sales. The term ‘Challenger Sale’ was first coined by authors of “The Challenger Sale”, Matthew Dixon and Brent Adamson. This guide will walk you through the steps needed to conquer the challenger sales model and seal the deal every time. To channel your inner challenger sales rep, you need to understand how to adapt the challenger sales model to teach, tailor, and take control of your sales. However, it’s the challenger sales personality that’s most effective at sealing the deal. Relationship building and problem-solving have been popular sales strategies in the past. This is likely because you’re using an ineffective selling model during your sales process. Do you constantly find yourself right on the edge of closing a deal, only for it to fall through unexpectedly?

The challenger sale used