Challenger sale teaching framework

Apply Challenger methodology for high-value sales. Three principles: Teach, Tailor, Take Control. Teach: provide unique insight prospect doesn't know. 'Industry data shows companies like yours overspend 30% on [area] due to [reason].' Share provocative perspective that reframes their thinking. Tailor: customize message to stakeholder (CFO cares about costs, CTO cares about efficiency). Take Control: confidently push back when needed. 'I'd recommend postponing that feature discussion until we align on strategy.' Structure: 1. Warm up (build credibility). 2. Reframe (teach insight). 3. Rational drowning (overwhelming data). 4. Emotional impact (personalize consequences). 5. New way (your solution). 6. Your solution (specifics). Works best for complex, high-consideration sales.