Who's Your Champion?
|Tags:||Sales, Account, Champion, Allies|
Wouldn’t it be nice to have somebody working for you, backing you up, endorsing everything you say to your customer or prospect, speaking up for you when you aren’t there...
From account managers to sales leaders you need to think seriously about adopting an internal champion.
Having a champion can sometimes be the difference between winning and losing an account. Most sales take time to run the course from initial interest to a closed deal, so however good your pitch is; inevitably there is plenty of time for people to talk themselves out of a purchase.
In these carefully considered accounts you can really do yourself a favour by getting some assistance and the advantage of having an internal champion is that there is someone fighting your corner, or selling for you at the times when you aren't present.
A good champion has to be a carefully chosen individual that you can build a relationship with who will then place you ahead of your competitors when brought up.
Primarily, they must be someone that is genuinely interested in the product/service you are offering.
That aside, a champion does not necessarily have to be in an authoritative role, but must to have clout in the company.
They must be someone that is respected and able to contribute to or influence the decisions that are made.
With this in mind, spend time understanding the company structure and hierarchy, and how the team works together.
When you have chosen your ally, or allies – it doesn’t have to be one person – you may have others from other sectors on board – gently let them understand that it is a mutually beneficial situation, yes you potentially get a sale, but more importantly to them, they are getting the product or service that they genuinely believe the company requires.
Get them to work with you, use their company knowledge to formulate a joint strategy. Maintaining a foothold as an account manager means you need to do these small things to be in the limelight of every moment.
Keep in touch with them throughout the sale and if you don't ask too much of them they should be willing to give a well placed nudge if requested
By: John Perrin
|Joan says: Posted: December 17th, 2011|