Skill + Do
Any TOP 10%er will tell you they can’t crack new business – and grow big accounts – without the help of a champion buyer who advocates for them.
The fastest way to develop champions is to test what they’re willing to do for you by asking. You’ll never know the limits of their willingness unless you start asking for favors…things that go a bit above and beyond the normal.
Understand the second you do that, you obligate yourself. A question like "What can you do to help me with X inside the org?" obligates you to return in kind…bigger.
So, dig to find out how to serve your champion before asking your favor.
Developing champions is a selfless game that requires much more giving than receiving. That giving requires creativity and probing. To find out what really matters to your Champion, you must do some detective work. It starts with the question, "How do I make this prospect/client look good?" "How can I add value to this person’s professional life?"
Often, the best strategy is to come out and ask her or him. Staying alert and observant when talking to others in the org doesn’t hurt either.
"Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life." Mary Kay Ash
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