Episode 12: ”Building Champions in a Complex Sale”

THIS PODCAST IS FOR YOU IF:

You sell large, enterprise deals and need to establish a strong partnership (CHAMPION) within the organization. Question is, how do you build a champion who sells on your behalf because 1) they want you to win and, 2) they have access and influence to POWER and MONEY.

In this episode you will learn: -the mindset required to build a champion -ways to identify your champion -specific questions to ask to test your champion -techniques to build trust and credibility, and reduce self-orientation

0:00 Intro

1:40 Definition of a Champion

4:55 Earning the Right to a Champion

10:50 Understanding Your Champion's Why

15:30 You've Got Pain, Now Build Your Champion

23:00 Order Matters

26:30 Testing Your Champion - Do They Have Influence?

Pete and Lindsay will discuss what attitudes, behaviors and techniques are necessary to build champions? What does 'authenticity' really look like and sound like in a selling opportunity? What types of questions are important to ask?

SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"

Do you ever find that your prospect’s decision-making process is a mystery? Do you get stuck with people who claim they can make decisions, but really can’t? Do you feel stuck on how to connect the dots?

We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more.

We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and take control of the sales process – once and for all.

Go to salefish.sandler.com/book-a-call. Until then – keep climbing!