Champ Vs. NINA

CHampion vs Nina inspired by mark suster’s “one key person that will help you improve your sales” Nina champion WHAT is a CHAMPION? Now that we know who the difference, lets look deeper into The best Sales Champions. WHAT is A NINA? (Time Waster): No Influence, No Authority (IA): Influence + Authority In most sales processes, you need a champion on the buyer’s team. Someone who isn’t afraid of change, has the ability to make decisions, and wants your product. Identifying this person can be difficult. Often, the people who are the easiest to find and engage with have no influence or authority. In shorthand, a NINA. Instead, you need to find someone with both influence and authority and a willingness to help. A LOUD MOUTH They talk a big game, but can’t offer you any real value. EASY TO MEET There are many of them and they all want your time The cure The cure The cure The NEED The NEED THE NEED INsincerity While they’re quick to talk, they lack the power to make decisions EGG Breakers WHAT ? are they why ? are they important Egg breakers are buyers that aren’t afraid to make tough decisions and speak their mind where others fall silent. They’re the decision makers that approach difficult situations tactfully. They are willing to be forceful to get things done right. SIncerity They care enough to spread the word from within TRUST They’ve got to trust you and open towards your product MUST BE DEVELOPED They are harder to find and the relationship must be nurtured Do your best to recognize these people from the beginning. If you ask them for the next step and they can’t help- move on quickly. Someone rooting for you- They’re that buyer that has influence and authority and wants your product. Make sure and try to understand why they are making the push for you and how you can help. A time waster- They love to talk about how great your product is compared to your competitors, but lack the influence and authority to pull the trigger on any deals. When you’ve identified a buyer that is not only on board with your product, but has the ability and desire to move forward, show them you’re thankful and reassure them that you’ll deliver. Do your best to establish personal trust with your champion in each sale. This makes them more willing to stick their neck out for you. When they care enough to ruffle some feathers to fight for you, you know they’re genuine. These are the best champions. Recognize this as their overcompensation for lacking in influence and authority. Although they may be loud, their peers will overlook their input. Although they’re praising your product, realize they can’t help you sell it. Find buyers within the company that can. what’s the bottom line? Don’t waste your time with NINAs. Recognize those that can’t help you as quickly as possible and move towards those that can. Once you’ve found your sales champion, nurture the relationship as you move forward and look to close the deal.

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21-Oct-2014
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Transcript of Champ Vs. NINA

CHampion vs

Ninainspired by mark suster’s

“one key person that will help you improve your sales”

NinachampionWHAT is a CHAMPION?

Now that we know who the difference, lets look deeper into The best Sales Champions.

WHAT is A NINA?

(Time Waster): No Influence,No Authority

(IA): Influence + Authority

In most sales processes, you need a champion on the buyer’s team. Someone who isn’t afraid of change, has the ability to make decisions, and wants your product. Identifying this person can be difficult. Often, the people who are the easiest to find and engage with have no influence or authority. In shorthand, a NINA. Instead, you need

to find someone with both influence and authority and a willingness to help.

A LOUD MOUTH They talk a big game, but can’t offer you any real value.

EASY TO MEETThere are many of them and they all want your time

The cure

The NEED

THE NEED

INsincerityWhile they’re quick to talk, they lack the power to make decisions

EGG BreakersWHAT?are they

why?are theyimportant

Egg breakers are buyers that aren’tafraid to make tough decisions and speak their mind where others fallsilent.

They’re the decision makers that approach difficult situations tactfully.

They are willing to be forcefulto get things done right.

SIncerityThey care enough to spread

the word from within

TRUSTThey’ve got to trust you andopen towards your product

MUST BE DEVELOPEDThey are harder to find and therelationship must be nurtured

Do your best to recognize these people from the beginning. If youask them for the next step and they can’t help- move on quickly.

Someone rooting for you- They’re that buyer that has influence and authority and wants your product. Make sure and try to understand why they are making the push for you and how you can help.

A time waster- They love to talk abouthow great your product is compared to your

competitors, but lack the influence and authorityto pull the trigger on any deals.

When you’ve identified a buyer that isnot only on board with your product,but has the ability and desire to move

forward, show them you’re thankfuland reassure them that you’ll deliver.

Do your best to establishpersonal trust with your

champion in each sale. Thismakes them more willing tostick their neck out for you.

When they care enough to rufflesome feathers to fight for you,

you know they’re genuine. These are the best champions.

Recognize this as their overcompensation for lackingin influence and authority.Although they may be loud,their peers will overlook theirinput.

Although they’re praising your product, realize they can’t helpyou sell it. Find buyers within the company that can.

what’s the bottom line?Don’t waste your time with NINAs. Recognize those that can’t help you as quickly as possible and move

towards those that can. Once you’ve found your sales champion, nurture the relationship as you move forward and look to close the deal.