Many sales strategies would lead you to believe that building relationships with prospects is an integral part of the sales process. However, the authors of “The Challenger Sale”, Matthew Dixon and Brent Adamson, have different ideas, which they explain through their challenger sales model.
The authors say that when it comes to top-performing sales reps, building relationships is the least effective strategy in closing sales. Instead, they argue that sales reps who take control of a sale and teach their prospects how to solve their problem are more successful than sales people who spend long amounts of time building a relationship with their lead.
