The #1 question you must ask your champion

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As part of an effort to finish Q4 strong and hit our annual goal of 3M, I decided to start taking sales calls again for the first time in 2+ years.

For context, our coaching programs range from 3K/year to 25K/year.

The highest level of coaching we offer is Platinum level (25K/year), which includes private 1:1 coaching with me, two live Mastermind events, weekly group coaching calls, office hours, deal-rooms, and full access to all of our online training courses.

Many of the people I spoke with were interested in Platinum coaching, but wanted to talk to their spouse before signing up.

This makes total sense, as I never would spend 25K without running it by my wife Sandy.

In B2B tech sales, this is comparable to your champion needing to get approval from their CEO, CFO, or another decision maker who holds the purse strings or must bless the order.

Here’s the most important question you MUST ask your champion prior to them requesting approval or presenting to anybody else:

Is getting their approval the only thing you need to move forward, or do you still have any questions or concerns that we should address before you speak with them?

This is called “isolating the objection,” and is critical to do whenever anybody says they need to get approval from another person.

Because if your champion is not 100% sold on your solution, they will not have conviction when they try to sell it internally.

This is something that happened to me with a recent sale.

My prospect told me he had to speak with his wife before moving forward.

The next day he texted me that the conversation didn’t go well and it “wasn’t looking good.”

I requested hopping back on a call to discuss it further, and when I asked this exact question I learned that he still had several fears and concerns which were causing him hesitation.

And because these concerns hadn’t been addressed, he wasn’t able to effectively sell it to his wife.

On the call, we walked through all of his concerns in detail.

It was the first time he was expressing these concerns to me.

Getting prospects to open up and tell you the truth is critical if you want your deals to move forward.

We addressed each of his concerns in detail, and he became much more comfortable with moving forward.

After that, we discussed how he could address the concerns his wife had brought up.

He spoke to her that evening, and signed up the next day!

In today’s training video, I share how to sell through champions and ensure they are 100% onboard before they present internally.

Because if they aren’t sold, they won’t be able to effectively sell to their peers.

PS - So far I have closed 42% of the calls (5 out of 12), all at the Platinum level. I only have 2 coaching spots left before I stop taking clients at the Platinum level. If you are interested in 1:1 coaching with me, you can set up time here: https://www.untapyoursalespotential.c...

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