Chapter 3

Have I armed my inside champion to win without me?

Người ủng hộ bên trong được tôi chuẩn bị tới đâu?

The chapter's question

Who is my internal champion, and what are they missing?

Big idea

You do not win the deal; your internal champion wins it, and you equip them.

In this chapter

  1. Part 3.1

    Signs of a Real Champion

    What has this person done that proves they are on my side?

  2. Part 3.2

    What's in It for Them

    If the project goes ahead, what do they gain inside their company?

  3. Part 3.3

    Arming Them

    What do I give them so they can defend the proposal?

  4. Part 3.4

    When Your Champion Has No Power

    If my champion has no influence, what do I do?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Selling to a Committee is free to read right here.

Read in Conan School

Chapters of Selling to a Committee

  1. 1.Do I know the deciders, or just guess?
  2. 2.Can one pitch convince a whole committee?
  3. 3.Have I armed my inside champion to win without me?
  4. 4.Will my proposal survive their closed-door meeting?
  5. 5.Is the opponent an enemy, or an unconvinced ally?