When engaging your champion, the talk track may sound something like this:

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Good: “You know how we’ve been talking about how we spend WAY too much time on administrative tasks that are super time-consuming and add zero value to our business? The vendor works with small businesses just like us to make them go away!”



3. Own It and Be Prescriptive
If your champion is less experienced, new to their organization, or has never purchased a solution like yours at their company, don’t assume they have any of the answers outlined in the direct approach!

My advice: be prescriptive and drive the conversation in the direction you want it to go in and reveal hidden land mines.



“We’ve worked with many other organizations to buy and bosnia and herzegovina telegram data deploy our solution, and we’ve found at this stage of the process, your executive/purchasing/planning team may have questions about the cost structure, our approach, the technology, etc. Do you think other members of your team will have these questions? Of course, we’d love to do anything we can to help arm you with the answers you need as you work through the final steps, etc…”

While your champion still may not know what puppy conversation questions are in store for them, raising potential blockers early (and even forecasting the existence of the conversation itself) will prevent them from being blindsided, enhance their credibility within their organization, and result in a more frictionless and timely conclusion to your sales cycle.






Counterpoint: Of course, you’d rather not create roadblocks that don’t exist by surfacing unnecessary uncertainty in the mind of your champion. So how aggressive you should be in preparing your customer for the puppy conversation? Well, that depends on the nature of your business.