Diagnose Taking Control Gaps

Diagnose a deal's taking-control posture: foil-RFP detection, passive/assertive/aggressive positioning, and misconception analysis. Trigger this skill when you need to: - Diagnose a stalled deal to find out why it isn't moving - Determine whether you're in a foil RFP (a verification exercise, not a real opportunity) - Assess whether a rep is too passive, appropriately assertive, or crossing into aggressive territory - Identify misconceptions about "taking control" that are limiting a rep's deal behavior - Understand why you're losing control of the sale or the customer conversation - Apply constructive tension without becoming combative - Evaluate whether a customer is verifying price with a competitor already chosen - Unblock a stalled pipeline deal by diagnosing the control gap - Coach a rep who is too passive or who conflates assertiveness with aggressiveness - Determine whether a rep is helping the customer navigate their own buying process (Lead and Simplify) NOT for: full negotiation planning — concession sequencing, the DuPont four-step negotiation roadmap, SSN pre-call templates (use plan-negotiation-with-constructive-tension for those).

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Install

Claude CodeClawhHubnpxCursorCodexGemini CLI

1. Add marketplace

› /plugin marketplace add bookforge-ai/bookforge-skills

2. Install plugin

› /plugin install the-challenger-sale@bookforge-skills

3. Use the skill

› /diagnose-taking-control-gaps

CC-BY-SA · Open sourceGitHub

Source Book

The Challenger Sale

Matthew Dixon, Brent Adamson

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