How to Arm Your Champion in 2022
Let’s face it: business-to-business sales are hard.
Learning how to deliver quality information that is convincing and gets your points across requires work. Such as, patience, skill, and finesse. Let’s take a look at how to equip yourself with the skill necessary to compel your next sale for your business.
Have you ever played the game telephone? As kids, I can remember spending nights doing this with my friends. We’d be laughing at all the ridiculous names and phrases we thought we heard the other person say.
‘Telephone’ takes place when one individual whispers a sentence to another. A series of people continue to pass along the phrase until the last person is asked to repeat what they heard. Most of the time, the final phrase sounds nothing like the original phrase that was communicated. Oftentimes it ends with hilarious results.
Sadly, modern-day marketing works much in the same way. In business-to-business sales, the person presenting the product usually speaks to another person. This person’s job is to relay information back to another executive making the sales decision. Making sure that key points are made and not fumbled can feel borderline impossible. That’s where the marketing phrase ‘arm your champion’ comes into play.
By arming yourself with the knowledge of how to make a lasting impression and communicate key points, you can be sure that nothing gets lost along the way.
The Importance of Objective Delivery in Your Business
If you are in business-to-business sales, you need to make sure that the people that you are talking to on the other side of the table are equipped to turn back into their organization and sell what you are trying to sell them.
Goalpost Group works with companies to create what we call a ‘Sales Toolbox’ to arm your champion. We provide a digital version of your message that includes your knowledge, value proposition and passion. Your champion can then pass these on to all potential stakeholders while remaining completely objective.
Don’t Let Them Forget: Double Down on Verbal and Material Information
The frustrating game of telephone can be prevented when you have hard assets that can change hands long after the verbal conversation stops. Even the best salespeople make mistakes. They are bound to forget crucial elements of a sales pitch. They may even misrepresent important information after a few hours have passed.
Make it easy for your sales rep to deliver key data by compiling it in an easy-to-read format. Hammer home the most important points both in conversation and in writing.
At the end of the day, this process works for your business for two reasons.
Firstly, it allows your sales rep to make a real human connection through verbal negotiation and conversation.
Secondly, it leaves your prospect with hard data to make an informed decision and avoid any potential confusion.
The next time you send someone out to represent your business, give the ‘arm your champion’ concept a try. You just might be amazed at what results it brings.
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