In order to move risk-averse customers off of their status quo, you’ll need both a rational case for change and an emotional appeal for action.
In this lesson you’ll learn how to:
- Sift through different stakeholder needs to find the buying group’s common objective
- Build a business case that forges consensus
- Use the perfect story or anecdote to humanize the business problem
Discover more webinars
On-Demand Webinar: How to Build a Successful Reframe
April 16, 2024
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
New Webinar: How to Build a Successful Reframe [Live Review]
March 27, 2024
In this session, we'll cover practical guidance to building and delivering a successful reframe that changes your buyer's perspective.
On-Demand Webinar: Crush Constructive Tension in Commercial Teaching
February 23, 2024
Watch the on-demand webinar on how sellers can effectively create constructive tension with customers and reframe their thinking toward a new way.
On-Demand Webinar: Creating Buyer Urgency amid Indecision and Uncertainty
January 30, 2024
Sign up for this Winning The Challenger Sale webinar for an invigorating session on how to create change and mitigate buyer risk, in any environment.
On-Demand Webinar: The Art & Science of Improving Forecast Accuracy
December 29, 2023
Sign up for the first Winning The Challenger Sale webinar of the year and get a deep dive into improving forecast accuracy in 2024.
On-Demand Webinar: Uncovering the Best Tactical Insights of 2023
November 14, 2023
Tune in for Leading The Challenger Sale's Year in Review episode. We'll parse lessons learned this long year and think about how we can bring them…
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