Can anyone give me some good examples of the reframe on the challanger sale. Cant seem to find any examples online.
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Hi Tankman44. The re frame technique is a hard one. I was having trouble with it myself. I haven’t been able to master it yet so I can’t give you an example but I’ve used these sites to practice. Maybe they’ll help you too? Good luck! https://repeatablesuccess.com/2014/02/15/challenger-sale-reframe-two-missing-frames/ and https://repeatablesuccess.com/2013/01/19/challenger-sale-reframe-exercise/
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I am new to sales so I don’t have my own examples either, but I have been doing a lot of research lately on the reframing technique. This article has a good example of it https://www.salestrainingamerica.com/sales_skills_training_How-to-Use-Reframing-to-Boost-Sales-Performance.htm .
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When I think of the classic “challenger sale” technique, I think about the rep teaching the prospect something about their business, tailoring their pitch to resonate with customer’s concerns, and basically taking control of the sale discussion. A reframe in the challenger sale could look something like shifting your customer’s goals during your pitch. This could look like “if you’re looking to increase revenue, then…”, or “if you’re looking to retain all existing customers, then…”. Highlighting the different aspects of how your product can help them is how you reframe during your challenge pitch.
Great Samantha,
You can do that the same with price conditioning, that you don’t have a problem at the back end.