We’re building champions! And like closing the sale, finding your champion is a process. The first step to building champions – Investigate.
Identify the Champion
There are people that are critical to a successful sale. So how do you identify them? A champion WANTS to help you close a sale. However, just finding a cheerleader is not a champion. You need to determine if they have what it takes.
What It Takes to Be a Champion
Once you’ve found someone who is eagerly pulling for you, you need to see how much PULL they have. How much influence does the person have with key decision-makers? Do they have the skillset to help take you all the way?
Strategy for the Win
Once you have your candidate, it’s time to confirm. Set up a strategy session. Do they know the who? Can they provide you with a budget? Do they carry the weight to change things to advance the proposal? And can they book you an appointment with the people you need to be in front of?
Check out the video to see why Steve hazards you to not be too quick to label your champion. Getting the right people in place will ensure you get to a close… And continue to enjoy sustainable sales success.
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