Hi, I'm Pablo Hernandez

and This is my ENC2135 E-Portfolio.

Ethical Challenger Sales

What are Ethics?

A set of moral principles that determine how individuals and businesses should act. Some common ethical standards in businesses include transparency, honesty, integrity, and accountability, empathy, and respect.

What is Challenger Sales?

The Challenger Sale is a sales methodology that was created by Brent Adamson and Matthew Dixon. The methodology was revealed in their book The Challenger Sale which was published in 2011.

So How Do We Combine These?

Teach with Transparency

Challenger sellers must offer inputs that will challenge a customer’s thinking. Ethical guidance demands those inputs to be honest, fact-based, and not manipulative. The intention must be to educate, not manipulate, and to enable the buyer to make a smarter decision.

Tailor with Empathy

Shaping conversation to the specific context of a customer is at the core of being a Challenger. Moral tailoring involves exerting an effort to understand the true needs of a customer and not stereotyping and making assumptions. Thus, the solution gets tailored to the customer, not to the seller’s agenda.

Take Control Respectfully

Taking control is to steer the conversation and nudge it where it needs to be nudged. Ethical Challenger reps do this respectfully and professionally, not by pushing and cornering the buyer, but by opening space for discussion while assertively moving the process forward.