The three Ts in challenger sales refers to the 3 actions a challenger salesperson should take to make a successful sale. They are:   Teach- A challenger salesperson should teach the prospects to think about their problems and solutions in a way they’ve never considered before.   Tailor- A challenger salesperson should know how to tailor the sales pitch to suit different prospects and the decision-makers involved.   Take control- A challenger salesperson should know how to take control of the sales conversation so they can close deals faster.