Skip to main content

Tuesdays with Hoffman watch now

How Do I Avoid the Sales “Anti-Champion”?

Hoffman Hacks

How Do I Avoid the Sales Anti-Champion?

Ever feel like your deal is getting sabotaged from the inside? Uh oh, you might have inherited an anti-champion.

We love our champions. And we know how hard they fight for us internally. We love ’em so much that we often forget that the competitor may have one too—working just as hard to keep us out as we’re working to find a home. These sales anti-champions can be a major hurdle in the sales process.

Sales anti-champions rarely identify themselves. They’re often quiet, easy to talk to, but generally only active in group settings. So, how can you spot and manage a sales anti-champion? Here are some strategies to help you navigate these tricky waters.

Firstly, be vigilant in group meetings. Pay attention to individuals who seem agreeable on the surface but may subtly undermine your efforts. These sales anti-champions can be difficult to identify, but their influence can be significant. If you suspect there might be a sales anti-champion lurking about your deal, take proactive steps to isolate and engage with them one-on-one.

One effective approach is to ensure that you have at least one, one-on-one session with each key stakeholder you meet in group settings. This way, the anti-champion can’t hide in the crowd. You’ll get a clearer sense of their true position and influence one-on-one.

During these one-on-one sessions, ask direct questions and listen carefully to their responses. Try to understand their concerns and motivations. By building a rapport and addressing their issues head-on, you can potentially turn a sales anti-champion into an ally or at least mitigate their negative impact.

In summary, dealing with a sales anti-champion requires vigilance, strategic isolation, and direct engagement. By identifying and managing these individuals effectively, you can protect your deals from internal sabotage and improve your chances of success. So, next time you feel like your deal is being undermined, remember the importance of identifying and managing a sales anti-champion.

For more Hacks, check out our YouTube page.