The second of the three Ts (Tailor) is to remind the challenger of the value of customizing the pitch not only to each prospect but also to each of the stakeholders during the sales meeting. Three Ts – Tailor the Sales Message to The Prospect
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They called them the three Ts: teach, tailor, and take control. The data from Matthew Dixon and Brent Adamson’s study, which resulted in their book titled “ The Challenger Sale,” suggests that the challenger archetype is defined by three unique capabilities.
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In a previous post on the five salesperson archetypes and the one that performs best, we explored the five salesperson archetypes and learned that the “challenger” salesperson archetype outperforms all others by a wide margin.