Provocative Selling
When you are representing an innovative solution that challenges the status quo, you cannot rely on the consultative process because most clients do not realize there is a problem lurking.
In particular, you cannot trust an RFP/RFQ which is designed to flush out lowest price/minimal spec. Thus, you have to rely on Provocative Selling, which has gained popularity through a methodology called the Challenger sale.
When should you use it? Provocative selling is best used when you’re selling innovative solutions that address a CEO’s top issue. Think of a revolutionary way to do ERP, with a 6-9 month sales cycle, and just one or two deals per month per AE, averaging a contract value of $250k.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs $15K-$50K
ACVs > $50K
