Summarize the Challenger Sales Methodology for me


The Challenger Sales Methodology is a highly popular research backed, insight based approach to selling. It was codified during a research study following the economic crash of 2008 where a group of sellers were outperforming their peers and the research team at CEB wanted to understand why. They conducted the largest research study of its kind across 25,000 sales people and found the most successful sellers leverage (5) core skills;
1. Teaching customers about their business
2. Tailoring the message to the company, industry, role and individual
3. Taking control of the sales conversation
4. Leveraging constructive tension in the sales conversation
5. Leveraging Customer Mobilizers to sell on their behalf. 
Most sales approaches tend to focus on the features benefits and positive outcomes of the supplier product/solution. The Challenger approach is based upon leading the customer to the solution vs. leading with the solution.