“If you don’t have a champion, try and find one.” – David Weiss in today’s Tip 655
Have you found your champion?
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David Weiss on LinkedIn
641: MEDDPICC® Series (Metrics)
643: MEDDPICC® Series (Economic Buyer)
646: MEDDPICC® Series (Decision Process)
648: MEDDPICC® Series (Decision Criteria)
650: MEDDPICC® Series (Paper Process)
653: MEDDPICC® Series (Identify Pain)
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Outreach’s David Weiss is back with the second to last part of his 9 part series on MEDDPICC®. Before we start, one quick definition that might be helpful. When David says EB he’s talking about the Economic Buyer. You’ll remember them from tip #643. Here’s David:
David Weiss: Hello everyone out there in the Sales Success Community. This is David Weiss with a continuation of my MEDDPICC® Series. And today is the first letter C, Champion. So this a champion is defined as a person selling for you when you are not in the room. I often get asked, “Is this person EB?” Often it is not, normally we want someone outside of the EB. Now, if you have a super small organization of one, then maybe this person can also be the EB. But if you have an organization of two, one should be the champion, the others should be the EB.
So they should not be the same person because just in case somebody goes dark on you. You want some insider information. And typically the person making the final decision will not give you insider information because they’re holding cars to the vest so they can negotiate with you.
So your champion, your best champions are often the person that is going to have the largest impact, the end-user of the solution you’re trying to deploy, and you can find them early on in the sales process, but more often than not, they’re involved in the demo and they are brought into the conversation. Once someone higher up is thinking about deploying a solution and your solution is going to be the one that impacts that person. And so you flipped that person to a champion by watching body language in your demo. And that’s one of the reasons why it’s important to have zoom on or be in person when you can. So you can actually see people during your demo.
And when you are seeing someone nod their head or smile, or really get excited, you can see the nonverbal cues or even the verbal cues sometimes and when people say, “This is amazing.” The person who says, or does those things lean into them, pull them aside after the conversation and say, “Hey, it looks like you got really excited by that. It looks like it’s going to have a really big impact on you. Can you tell me more about it?” And have one-off conversations with them.
Start providing them with additional information and then once you feel like there’s a relationship there, test them a little bit. “Hey, where do we stand? Hey, who else are you guys talking to? Where do you think, you know we’re better? Where do you think we’re not? What information can I provide?” Start asking them to give you things, ask them to help you prep for your next meeting. You know, if something gets stalled, ask for their help to unstick it or ask why it stuck, do all of those things.
If you don’t have a champion, try and find one. So that could be as simple as asking the buying committee. If you can bring in some end-users to take a look at this. So you kind of our are stacking the deck and you just want to see if there’s some angle you can play to get someone that’s maybe to get in your corner a bit.
So that’s what a champion is. How to build them. How to test them. If I can answer any questions, let me know. But hopefully, that tip was helpful. Thanks guys!
Scott Ingram: For more about David Weiss. Just click over to DailySales.Tips/655 and we’ll have some links for you there.
Then be sure you’re subscribed to the podcast so you don’t miss the rest of the series and come on back tomorrow for another great sales tip. Thanks for listening!
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