The actionable implementation of the Challenger Model is a sales methodology called . The framework that defines this approach is a six-step conversation guide, a direct answer to the "PDF 2.0" search:
To succeed in a complex sale, a rep must master these three pillars: the challenger sale pdf 2
But the authors of the book argued that this approach was actually the worst way to sell. They claimed that the most successful salespeople were those who took a challenger approach - who challenged their customers' assumptions, taught them new ideas, and showed them a new perspective. The actionable implementation of the Challenger Model is