Monday, 24 June
Today's Topic
"I thought that buyer LOVED me."

Skill + Do

It’s irrefutable that having a champion on an account can send you into the sales stratosphere. Two or three champions pushing on your rope across multiple accounts can propel you into the Hall of Fame for any given year.

Ahhh, if it were only that easy.

There is no formula for developing a champion because every one of your prospects and clients is a unique individual who wants different things and is driven by different motivations.

Having said that, four constants exist around champion development:

1. Play the incrementality game. Start by asking for small favors.

2. Payback in spades. Concert tix and meals are good rewards, but making the champion shine inside their org is ideal. Do things that make them look good! Make them feel good…and smart.

3. Determine relationship strength and limits: if you don’t ask, you never know if that buyer can grow into a champion.

4. What do you want? Have a specific plan about what you need from the champion… there are only a handful of things, and the list probably looks like this…
– help to get other company officers to put their pens in their hands and sign the contract
– information
– unlocking internal problems and obstacles
– introductions

Don’t ever stop champion development…you need all the heavy hitters on your side that you can get.

Tomorrow - July 19

Stop saying "thanks for your time."

Today - July 18

On this day, Nadia got a 10

Nadia Comăneci was playing for Gold medals; you’re playing for big commissions. Both of you know you need to be maniacal about the behaviors and habits that drive the results you want.

Read More

July 17

"Me no afraid of sales angst!"

Sometimes fear can motivate sellers, and other times it can be crippling. And because you know occupational hazards don’t go away on their own, you have to create a plan for dealing with them.

Read More

July 16

Who's NOT my champion buyer?

You know how to bond with anyone…you’re a pro. But the strength of your bond is determined by how you provide value for your Champion inside their world, not inside a bar.

Read More

“Make friends first, make sales second, make love third. In no particular order.” Michael Scott, The Office.

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