Choosing a career in sales and being hired

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This content is a translation of the post The mindset keeping you from being a challenger sales rep , written by our VP of sales at Rock Content, Matt Doyon, and published on his blog.

The comprehensive study of B2B sales representatives detailed in the book "The Challenger Sale" brings a clear conclusion. Salespeople who engage with their potential customers and confront them with a different worldview are more likely to outperform their peers.

Compared to 5 salespeople profiles, 40% of top performers use a challenger approach rather than amazon data relying on skills like hard work, problem-solving, relationship-building, or trusting instincts to succeed.

With such strong science supporting the challenger approach, what is it that still stops you from taking the actions necessary to be a challenger sales rep ? The explanation probably lies in your mindset as a consultative sales rep and especially in your understanding of empathy.

Empathy is the ability to put yourself in the emotional state of your potential client, to care about their perspective, to want to know how they see the world, to understand how they think, feel and what they care about.

for the role of a sales consultant probably means you have a lot of empathy. That, of course, is a skill that will help you figure out your customer's reasoning so you can convince them to see value in your product.