Champions lead BFF Buyers 17-3

"I just had a great lunch with John."

Your manager replies, "FANTASTIC…is he now a Champion?"

You pause and think to yourself, "How would I know that?"

The main point of relationship-building is to develop Champions.

The sellers with the most Champions win.

The fun part of your job is determining how to develop each BFF Buyer into a Champion…every buyer is different.

In your pitch meetings today, straighten your spine and ask the questions the TOP 10% regularly ask.

Like this one:

"How can you help me inside your org?"

And,

"Who on your team do I need to spend more time with?

Or,

"Who on your team isn’t yet sold on what we’re offering?"

Be specific with your asks and qualify their willingness to help. Lots of buyers say they’ll help, but then they drift away. Don’t let them drift away.

Champion development is an incremental game, so start slowly with small asks.

Of course, not all of your BFF Buyers will turn into Champions.

And, not all of your BFFBs are actually friends.

If all this is confusing and making you yearn for a friend, consider adopting a dog.

Take two minutes and listen to The Monkees perform their top hit about dogs. (Maybe you should get one…or get another?)