Se ha denunciado esta presentación.

Champion building

27

Compartir

Cargando en…3
×
1 de 8
1 de 8

Más Contenido Relacionado

Libros relacionados

Gratis con una prueba de 30 días de Scribd

Ver todo

Audiolibros relacionados

Gratis con una prueba de 30 días de Scribd

Ver todo

Champion building

  1. 1. Presenter: Darius Lahoutifard Charleston, SC – January 2007 Champion Building
  2. 2. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net Champion‟s characteristics • Understands, likes and supports our solution. • Sponsors our solution during internal meetings. • Is reasonably powerful, not necessarily buying decision. • Is respected in the company (technical, economic, …) • Has his/her own personal goals and motivations. • Uses us as a mean to achieve his/her goals.
  3. 3. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net More on champions • We “need” them to sell. No sales happens without a champion. • Champion is the “C” of MEDDIC • More powerful the champion, shorter the sales cycle and bigger the deal • Big and strategic accounts may require more than one champion • Best person to test a strategy or any action during the sales campaign
  4. 4. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net More on champions Sympathy to us Has power to recommend Has power to buy Has a personal goal/mission Champion Yes Yes maybe Yes Coach/friend Yes maybe maybe maybe Economic Buyer maybe maybe Yes maybe
  5. 5. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net • People that have been instrumental in bringing in previous solutions (software/new h.w./etc) • People that talk about „the good of the company‟ • Newer employees  determine if they are in an authority position and can influence this early in • Long-time employees  have they risen through the ranks or been static in a position for years Determining Possible Champions BEFORE Demos
  6. 6. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net Determining Possible Champions during Demos • People that bring up real problems • People with the most pertinent questions • Person who sits by the #1 person • Go around the room and discuss problems or something they want out of the presentation • They may challenge you in the demonstration, in a constructive manner.
  7. 7. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net Building Champions After The Demo • Understand the person‟s background back to High School • Get on a personal level, family or not etc. • Why they are at the current company and good and bad at previous • Personal goal, company goals, challenges, problems, promotions • Explain your past and status • Explain how we can help them
  8. 8. January 2007 Tous droits réservés - All rights reserved. -- Copy right 2001-2007 -- www.01consulting.net Test the Champion • Will he/she provide inside information and org charts • Will he/she provide the President goals and bosses • Will he/she test the ROI • Will he/she set meetings with higher level people • Role play with him/her and test responses.Test his/her response to our enemies, and to objections. • Why buy and partner with us • How does our solution accomplish personal goal • Ask for all MEDDIC • Will he/she get you the PO when you need it?????

×