What tactic can a seller use to test if their contact is truly a Champion?

To determine if a contact is truly a Champion, asking them to articulate "Three Why's" is a valuable tactic. This approach requires the contact to clearly explain the motivations and reasons behind a decision or support for a particular solution. A true Champion not only understands the benefits of the product or service but can also communicate its importance and relevance to their organization. By prompting them with this question, you gauge their depth of knowledge and commitment, as well as their ability to advocate for the solution effectively within their team or leadership. This type of inquiry helps to illuminate their level of engagement and belief in the product, differentiating true allies from those who may support the effort out of obligation rather than conviction.

Mapping the organization for authority and influence, providing competitive battle cards, and conducting formal interviews with leadership are all useful practices in the sales process, but they do not directly test the contact's personal commitment or understanding of the project's value in the same way that articulating "Three Why's" does.