Clip: David Weiss of ADP on his Challenger Sales Style

I’m a firm believer of challenger sale. I think I’ve followed it and was taught on it from when it first came out so I consider myself a challenger. I mean teach tailor take control. My style within challenger is I see myself kind of as a facilitator as a consultant. I don’t even necessarily call myself a sales person all the time anymore. I feel like my job is to speak to executives or speak to people about the business challenges that they’re having. Try to understand the implications of those business challenges on their bottom line. And then align my company solution to them. And if it’s a fit, great. If it’s not that’s ok too. Let’s walk away as fast as possible because we’re both busy people and we have other things to do.