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Challenger Selling

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anonymous

Guest
Does this thing actually work we are being told that GI had a 30% increase in sales due to Challenger. Is this true of was the increase because someone increased the price and in fact there was no growth at all?
 




Doctors hate it; Abbvie loves it. It's for a technology sell not pharma selling.

Then again just agree and do the Abbvie bobble head nod when they roll it out to your franchise.

Ask your DM to take the lead in a call and show you how it's done. Lol. All that hot air in the car before your call. It's amazing how many of them are petrified of executing the Challenger sale with a real live doctor. Stammering fools.
 




You are correct on this.

However, relationships alone don't sell - you need to challenge in a way that fosters good discussions around your product and why they should be considering it for specific patients. You do need to apply steady, but respectful light pressure. The mistake Abbvie makes all the time (DM's) is thinking The Challenger means be "pushy, aggressive, intense" to the point it is offensive and disrespectful to the staff and providers. I've had bad experiences with this and heard horror stories from others. To repair a bad challenger sales call that pissed the doc off takes a long time... So the risk outweighs the benefit of done incorrectly - which unfortunately happens too often.
 




It's all rehashed horse shit. Started years ago with the Xerox model. You either have an ability to sell and influence customers or you don't. Hard to teach. Very few pick it up as a learned skill.
 








I'd rather lick windows and eat crayons than be in your shoes and getting ready to start the challenger model crap!! It's the worst selling model the company has ever bought into. Tyrone, the guy that works for the company that sold us this crap, can't even explain what the hell it is! He will come and do a challenger presentation and doesn't come close to making sense. He can't answer any of the questions we ask...his answer is always, "you're a step ahead of me...I'm fixing to go there...just stay with me..." And ultimately never answers the question. DMs won't lead your sales calls with challenger because they are terrified and can't do it but love to get back in the car and bust your balls on how you didn't lead with an insight or teach/tailor/take control or create constructive tension. No manager (DM, RM, and up) can do the challenger sell. But, you can bet your ass, you will be held accountable to do it! I would go ahead and jump off a cliff because you will be miserable!!
 








My DM was asked to leave an office after he jumped in on one of my calls during a lunch - my doc asked him to physically remove himself from the premises and wait outside in the main hallway of the medical building. He pissed the doc off so bad with his challenger approach that they banned all managers from all companies from the office.
 




anonymous said:
I'd rather lick windows and eat crayons than be in your shoes and getting ready to start the challenger model crap!! It's the worst selling model the company has ever bought into. Tyrone, the guy that works for the company that sold us this crap, can't even explain what the hell it is! He will come and do a challenger presentation and doesn't come close to making sense. He can't answer any of the questions we ask...his answer is always, "you're a step ahead of me...I'm fixing to go there...just stay with me..." And ultimately never answers the question. DMs won't lead your sales calls with challenger because they are terrified and can't do it but love to get back in the car and bust your balls on how you didn't lead with an insight or teach/tailor/take control or create constructive tension. No manager (DM, RM, and up) can do the challenger sell. But, you can bet your ass, you will be held accountable to do it! I would go ahead and jump off a cliff because you will be miserable!!
Click to expand...
Are you selling in Seattle?
 




anonymous said:
My DM was asked to leave an office after he jumped in on one of my calls during a lunch - my doc asked him to physically remove himself from the premises and wait outside in the main hallway of the medical building. He pissed the doc off so bad with his challenger approach that they banned all managers from all companies from the office.
Click to expand...
Happened in Washinton.
 
























anonymous said:
Are you selling in Seattle?
Click to expand...

No...in Texas with a DM that doesn't know his head from his ass. Our RM plays him like a fiddle and has him do all the grunt work that she doesn't want to do. All his reps are tenured and miserable! All of sudden, reps who have won multiple All-Stars don't know how to sell. Everybody gets a bad field travel write up in ACoach. When will the RM wake up and realize that she hired a boss a year ago and not a leader??
 
















My DM got caught looking through cabinets near the sample closet. The doc came out of an exam room and he was looking in a cupboard. He got the boot and I can only go to the window. Office is going no reps or samples in 01/2016. I encouraged the office manager to make a formal complaint but she fears for my job. I told her to do it for the principle of the issue.
 




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