Friday, 18 August
Today's Topic
Relationship Building

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 - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

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June 18

Q2 account reviews that make your mgr smile.

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June 17

Whadya mean, you're not killing it right now?

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“When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.” – Dale Carnegie

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