How many of us sellers consider this formula in our customer interactions?Before we gain the commitment to change our prospects must be frustrated with the way in which they are getting the job done today. Although, in their minds, there might be nothing wrong with it.How can we tee up ideas, increase their awareness,  share insights, stories that make the invisible visible?The challenge, ensure the idea comes from them... so their next thought  is "hmmm, perhaps we could look at things from a different angle." That’s your opening.Tune in to my conversation with @Jen Allen where she drops so many nuggets, to disrupt status quo, lean in to our curiosity, empathy and storytelling both as Individual contributors as well as sales leaders. The cost of inactivity, “How do we size the cost of the problem, if we do nothing”? You will need a new note pad with all the tactics she shares.Join us as this week’s episode of the K2 Sales Podcast features special guest Jen Allen of Challenger! Want to learn about the benefits of Challenger? Create better relationships with your buyers? Allow your buyer to develop the intuition and awareness of your own capabilities?We go over all of that and much more on this week’s episode of the K2 Sales Podcast. Thank you for watching and see you next week!00:57 Intro03:00 Let Us Know What You Want To Hear!03:25 Introducing Jen Allen04:55 What’s Challenger?07:00 How Are Buyers Buying?09:40 Guidance For Your Sales Team11:20 Intentions & The Five Profiles13:59 Accountability & Ownership and Letting Them Come To A Realization15:27 Letting Go Of Ego20:00 Your Authentic Self 25:55 Problem Matrix And Connecting The Dots30:04 Should Everyone Have Challenger?33:44 Earning Credibility: Playing The Short/Long Game34:29 Detaching From Ego34:39 3 + 1 Ts: Transparency40:18 It’s All About The Buyer44:44 Eliciting Discomfort49:45 Emotions and Rationality54:51 Storytelling: Emotions, Decisions, and Logic58:46 Improv: About Making Your Buyer Look Good1:02:09 Problem, and Solution Stories1:03:09 Get In Touch With JenLinkedIn: https://www.linkedin.com/in/jenniferallen1121/Email: [email protected]’s Podcast: Winning The Challenger Sale (Every Tuesday!) https://podcasts.apple.com/us/podcast/winning-the-challenger-sale/id1559020842For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

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