Selling Using Champions

Using sales champions is an age-old sales technique and, in short, involves having relationships with people around your target decision maker and using them to influence the final decision. They can sell on your behalf, influence decisions, keep out competitors, feed you information about internal processes and policies, and even overcome your decision maker's objections on your behalf. But they can also do the opposite! These contacts around your decision maker can be the making or the breaking of any deal.
In this course, Miles Croft explains how to find these champions, both internally and externally to your prospect's business, how to approach them, how to arm them with the right information, and then finally how to thank and retain them. He gives clear instructions on how to make sure they have everything they need whilst not damaging the relationships you already have within the same business you're targeting.
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