Daily Quote |
Skill
"I just had a great lunch with John."
Your manager replies, "FANTASTIC…is he now a champion?"
"Ummmm," you reply sheepishly.
Relationship-building efforts should always focus on developing buyers into Champions. You could have scores of BFFBs (BFF Buyers), but unless you have Champions embedded in your target accounts, the BFFBs won't help as much.
A Champion is like the Queen on a chess board; she is the ultimate mover and shaker who can deliver big rewards.
What's your strategy to develop buyer friends and KDMs into Champions?
Do
In your meetings with prospects and clients today, straighten your spine and ask the questions the TOP 10% regularly ask: "How can you help me inside your org?"
You will only know if your buyer can be a Champion if you ask them to act on your behalf. It could be that you need information, an introduction, or to unstick a barrier in their org.
Champion development is an incremental game; it should start slowly with small asks. And, of course, one favor deserves reciprocity, so prepare to make your new Champ look reaaaaaaally good after they deliver.
Oomph
"If you need a friend, buy a dog." No truer adage has been spoken for sellers.
But dogs don't have thumbs, so they can't sign a contract. Your dog Rover is certainly your bestie, but he's not a Champion.
In sales, KDM buyer friends are as valuable to you as your pooch. But Champions have thumbs…they can deliver big.
The Monkees were a fun, cultish pop band in the '60s who loved dogs, as you'll see in this really fun and whimsical music vid.
After losing yourself for a few minutes, get back to Champ-Dev work.
"If you need a friend, buy a dog." No truer adage has been spoken for sellers.
But dogs don't have thumbs, so they can't sign a contract. Your dog Rover is certainly your bestie, but he's not a Champion.
In sales, KDM buyer friends are as valuable to you as your pooch. But Champions have thumbs…they can deliver big.
The Monkees were a fun, cultish pop band in the '60s who loved dogs, as you'll see in this really fun and whimsical music vid.
After losing yourself for a few minutes, get back to Champ-Dev work.
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