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Champion building

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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?????

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