Skill + Do
Sales is a fun and rewarding job, and much of it is because of the friendships you’ll make. Some of those friendships will be casual, some meaningful. But it’s your champions who matter the most.
It’s irrefutable that having a champion on an account can send you into the commission stratosphere. Two or three champions pushing on your rope across multiple accounts can propel you into the Hall of Fame in 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.
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 - February 7
-
"Umm, could you repeat that?"
-
Today - February 6
-
Pitch meeting management musts
Read MoreSelling is a series of "one shot to make a good impression," so you must make the most out of your customer meetings. Even if you’ve seen this client a million times, create a meeting agenda!
-
February 5
-
No, no, no...you LOVE prospecting
Read MoreProspecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.
-
February 4
-
Buyers hold your pipeline truth
Read MoreYou look at some of your opps and know inherently they’re dead. So….cut bait. It’ll clear your head and allow you to focus on closing the opportunities in your pipeline that have a real chance.
“When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.” – Dale Carnegie
Receive MySalesDay each morning in your inbox.
Receive MySalesDay each morning in your inbox.
- SKILL. DO. OOMPH.
- Each morning of the business week, you'll receive a 2-minute read summarizing a daily dose of selling best practices and inspiration.
- No spam
- At any time you wish to unsubscribe, email unsubscribe@mysalesday.io, and your inbox subscription will be canceled within 48 hours.
