Even after identifying the lead’s challenges, a successful sale depends on aligning expectations and showing how your solution solves these pain points in a practical way.
When there is a misalignment between what the customer expects and what your company delivers, objections increase and the chances of conversion decrease.
To avoid this, follow the steps below:
- Understand the lead’s main challenge and how it affects your operation;
- Highlight the specific benefits of your solution to solve this problem;
- Define deadlines , implementation criteria and ROI expectations ;
- Reinforce the priority of the solution , showing how the problem can get worse without immediate action;
- Bring success stories that demonstrate the effectiveness of your solution for similar companies.
If the lead still doesn’t see the solution as a priority, use data and strategic insights to demonstrate the financial and operational impact of inaction .
Use tools like CRMs to record qualification information
Ultimately, CHAMP’s effectiveness depends on properly recording data about leads , allowing the sales team to strategically track each opportunity.
In this sense, a CRM can help to:
- Create custom fields for each CHAMP criteria;
- Record lead interactions and responses during qualification;
- Automate follow-ups based on customer priority;
- Generate reports to evaluate the effectiveness of the method.
One tip here is to use Agendor’s Mandatory Business Qualification to ensure that all the information collected through the CHAMP questions is filled out.
See in practice how this Agendor feature works:
What are the challenges when using CHAMP and how to overcome them?
In theory, CHAMP seems simple: understand customer challenges, map decision makers, assess budget and identify priorities.
But in practice? Leads don’t always explain their problems clearly , the decision-making process becomes a maze, and budget and priority often don’t seem to go hand in hand.
These obstacles are part of the game, but they don’t have to stop your negotiations. Here’s how to overcome the most common challenges and keep moving forward in the pipeline!
1. Difficulty in identifying deep and real challenges
The main premise of CHAMP is to understand the lead’s challenges, but customers don’t always know exactly what their real problems are.
Many prospects may mention superficial pain points , without seeing the strategic impact these issues have in the long term.
How to overcome this challenge
Delve deeper into discovering needs!
Don’t accept the lead’s first response as definitive. Ask additional questions to further explore the issue.
Ask open and exploratory questions, for example:
- “What happens if this problem argentina cell phone number list is not resolved in the next six months?”
- “Have you tried to solve this problem before? What worked and what didn’t?”
Often, prospects don’t have a broad view of the market. Share data, research, and trends to help them understand the impact of the challenge.
If possible, bring concrete examples of how other companies have overcome similar challenges using your solution.
When the lead realizes the severity and advertising material urgency of the problem, they become more likely to consider the solution as a priority.
2. Leads with decentralized authority or multiple decision makers
In the B2B environment, purchasing phone number thailand decisions often involve multiple stakeholders , making it difficult to identify who has real influence on the negotiation.