Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators / How a Rep Won by Asking for the Buyer's Internal Champion
Transcript
- Lucas: So Luna, you remember that deal we talked about last month, the one where the software rep was stuck in procurement for six months? Luna: Yeah, the one with the endless security review. I thought they were going to lose it. Lucas: They almost did. But then the rep tried something I hadn't heard before. She asked the buyer to name their internal champion. Not a sponsor, not a supporter — a champion. Someone who would actively fight for the deal internally. Luna: That's a bold question. Most buyers would be taken aback. Lucas: Exactly. But she was at a point where she had nothing to lose. The deal was going nowhere. So she framed it as a genuine request for help: 'Help me understand who inside your organization would be the one to push this through if I weren't here.' Luna: And what did the buyer say? Lucas: He paused, then named a senior VP they'd barely spoken to. She hadn't even considered that person as a stakeholder. It turned out the VP was the real decision-maker, and they'd been ignoring her emails. Once she connected with him, the whole deal shifted. Luna: That's a great story. And it's a perfect reminder of why we do what we do. We get to share these kinds of strategies with our listeners, and we do it without any ads. If this show has ever helped you in your own sales or negotiations, and you want to keep it that way, you can support us at buy me a coffee dot com slash fexingo. No pressure, just if you find value in the ad-free approach. Lucas: Yeah, it's a small way to keep the lights on. But back to the champion question — it's risky, right? You're essentially asking the buyer to do your homework for you. But when it works, it's like unlocking a secret level. Luna: So what's the psychology behind it? Why does such a blunt question work? Lucas: Well, it forces the buyer to be honest with themselves. They're not just buying software; they're buying a project. And every project needs a political champion. By asking who that is, you're making them think about the internal landscape. It's a way to get them to advocate for you without you having to say, 'I need a champion.' Luna: It also flips the dynamic. You're no longer the seller; you're a collaborator trying to understand their world. Lucas: Exactly. And in that case, the buyer actually appreciated it. He later told the rep that no other vendor had ever asked him that. He felt like she was genuinely interested in solving his problem, not just pushing a product. That's a huge trust builder. Luna: But I've seen this go wrong too. I had a rep ask that question once, and the buyer got defensive, like, 'Why do you need to know that?' Lucas: Right, it's not something you throw out on a first call. You need to have built some credibility. And you have to phrase it with genuine curiosity, not as a trick. If it comes off as manipulative, you're dead. Luna: So what's the right timing? When does this work best? Lucas: I think it works best when you sense the deal is stalling or when there's an obvious disconnect between your contact and the actual decision power. If the buyer is not the economic buyer, asking who the champion is can surface the real influencer. Luna: And what do you do with that information once you have it? Lucas: You build a relationship with that champion. You give them the tools to sell your solution internally. You make them look good. The champion becomes your advocate, which is way more effective than anything you could say directly. Luna: But isn't there a risk that the buyer names someone who's actually an opponent, and then you're walking into a trap? Lucas: That's a real risk. You have to be careful. But even then, knowing who's against you is valuable. You can address their concerns head-on. It's better than going in blind. Luna: So it's a diagnostic tool as much as a closing technique. Lucas: Exactly. You're mapping the decision-making landscape. And it's not just for enterprise sales. I think even in a small deal, understanding who champions your product can be crucial. Luna: And it's a question that shows you're thinking about implementation, not just the sale. That's what sets you apart from other reps. Lucas: Yeah. And in that story, the champion turned out to be the VP of operations, who had been frustrated with the current process. Once the rep showed how their software could solve his specific pain point, he took ownership of the project. The buyer's own champion closed the deal for her. Luna: That's the dream, isn't it? When your customer sells for you. Lucas: It is. And it starts with a simple question that most reps are too afraid to ask. So, next time you're stuck, maybe try it. Just make sure you're ready for the answer. Luna: And be ready to follow up with that champion. Don't just ask and then do nothing with it. Lucas: Right. The follow-through is where the magic happens. You need to give that champion the ammunition to advocate for you. That means extra demos, white papers, whatever they need to feel confident. Luna: And it also means making them look like a hero to their own boss. That's the real win. Lucas: Absolutely. So, to sum up, asking for the champion is about humility. It's admitting you can't do it alone. And that's a strength, not a weakness. Luna: Yeah, it takes guts to be that vulnerable. But the payoff can be huge. Lucas: It's a tactic I'd love to hear more about from our listeners. Have you ever tried this? What happened? We're on socials, or you can hit us up through the contact page on the Fexingo site. Luna: And if you want to keep these conversations ad-free, you know where to find us. Thanks for listening.