Sales L&D Session: Building Champions 2/11/2021

We are kicking off weekly Sales L&D sessions, with a maniacal focus on the Top 8 Skills we believe the entire sales team needs for us to hit our targets in 2021. 

Building a champion is the most important activity a seller can do to increase the likelihood of winning a deal.  This OPERA will provide details and example on the following behaviors and key aspects necessary for a seller to build a champion: 

1. Great Listener and being Curious through open-ended probing in a non-intrusive way.
2. Buyer Personality Alignment by understanding the DISC profile of the Buyer personality and aligning your style to influence.
3. Establish Trust by bringing expertise in OTC and/or industry knowledge to the decision process.
4. Build professional rapport with consistency in all interactions. 
5. Build long-term rapport and establish open communication by building personal, authentic relationships.
6. Understands the importance of having multiple champions in a sales cycle.