The Challenger Selling model has stepped up right alongside “solution selling” and in fact–has proven much more effective.

Sales people shouldn’t be asking their customers “what’s keeping you up at night?”  Sales people should be telling their customers what should be keeping them up at night.

That’s because the most successful sales people know what the best customers are doing to win, what products and methods work and don’t work, and then take the initiative to lead their customers actions.