Short coaching excerpt (Kevin 'KD' Dorsey) on qualifying and working with internal champions/mobilizers. Advises sellers to learn how prospects make decisions, gather details about the prospect's boss and committee before follow-up calls, and use willingness to share information as a test to confirm whether someone truly is a mobilizer or champion.
What do they care about? How do they like to make decisions? What should we include? How do we get them on the next call? Okay, we get them on the next call. Like how do we prepare for it? You need to learn about the boss and the team. It's still shocking to me where someone will demo one of my managers or one of my directors and then I get on the call. They know nothing about me now. They're asking me random questions that I don't have the time or patience for. Versus they could have prepped with they're champion immobilizer. And by the way, throughout this whole process, all of these are also tests and gates to see if you actually have a mobilizer or champion. Because if they're not willing to share this stuff with you, if they're not willing to work with you, you don't have a champion or mobilizer. And again, you need to back up and see how you can turn them into one. Right? So now step three, you got to learn about the boss and the committee.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
