This is the pivot point. You take the problem they acknowledged and introduce a new, unexpected angle or hidden risk they haven't considered. You challenge their current mental model.
One day, Ryan's manager suggested that he read "The Challenger Sale" to improve his sales skills. Ryan was skeptical at first, but he decided to give it a shot. the challenger sale pdf 2
Challengers are not aggressive; they are in moving the sale forward. They aren’t afraid to: This is the pivot point
This is often the most misunderstood aspect. Taking control does not mean being aggressive or abusive. It means taking control of the conversation . the challenger sale pdf 2
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