Still not sure if you have a deal champion as you navigate the sales process? The best way for you to find out is simple—just ask them.
A deal champion isn’t created during your sales process. They already exist within the organization! As natural influencers in their company, they are capable of navigating the company’s internal dynamics, breaking down barriers, and advocating for change. And those capabilities existed long before you labeled them as a champion.
But how do you know if the person you are working with truly has that level of influence in their organization?
Every deal champion must be able to do two very important things:
- Break the rules when necessary – They can find ways around obstacles, whether that is by cutting through red tape or by making exceptions to standard processes.
- Influence those who disagree – They don’t just support your solution; they will actively persuade others to see its value, even in the face of resistance – or an anti-champion.
To confirm whether your point of contact is a true deal champion, try using these two closing questions:
-“Are you going to work as hard as I’m about to work at my company to find a home for this solution at your company?”
–“If this gets stuck, will you unstick it for us?”
If you get two confident yeses, congratulations—you have a champion who is willing to push your solution forward. Land at a “no”? Well, you may need to identify someone with greater influence.
Having a true deal champion in your corner can be the difference between a stalled deal and a successful close. So don’t leave it to chance—ask the right questions and secure your champion early in the process.
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