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.
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Tomorrow - May 20
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On this day, jeans were born
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Today - May 19
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"Remind me how I WEED an objection?"
Read MoreObjection handling requires a measured approach to get the buyer to trust you. Not rushing to solve the objection means you’ll get more insights and truths that you’ll need to solve problems.
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May 17 - 18
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Read More
Play with mercury, like Frank Zappa
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May 16
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On this day, the first woman on Everest
Read MoreYou don’t have to climb Everest to validate yourself. But you know how good you feel when you push yourself…so plan something extraordinary that will make you proud.
“When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.” – Dale Carnegie
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