Why is this step important?
- Helps create a connection with the customer, showing that you understand their difficulties;
- It allows you to position your solution as essential to solving these problems.
Examples of questions to identify challenges:
- “What is the biggest challenge your team is currently facing?”
- “How does this problem affect your company’s results?”
- “What solutions have you tried to implement to resolve this issue?”
The second element, Authority , focuses on identifying who the decision makers are within the organization .
In complex B2B sales, it is common for multiple stakeholders to participate in the purchasing decision, and knowing who is in charge is crucial to moving the process forward.
Why is this step important?
- Avoid wasting time with leads that don’t have decision-making power;
- Facilitates alignment with the right decision makers.
Examples of questions to identify authority:
- “Who, besides you, participates in the decision-making process?”
- “How does the approval process work within your company?”
- “Is there anyone specific who needs to validate this proposal?”
3. Budget: assessing the lead’s financial capacity
The third element, Money , assesses whether the customer has financial resources available to invest in the solution .
Even if the budget isn’t set right away, it’s important to understand the prospect’s ability to allocate funds in the future.
Why is this step important?
- Ensures that the client can implement the solution;
- It helps to set realistic expectations about values and deadlines.
Examples of questions to assess budget:
- “Is there a budget allocated to solve this problem?”
- “Have you discussed internally the investment needed?”
- “Is there flexibility to adjust the budget if necessary?”
4. Priority: understanding the level of urgency of the solution
The last element, Priority , looks at how urgent it is for the customer to resolve their issues .
This assessment helps determine the ideal timing to advance in the sales process and prioritize leads with the highest probability of conversion.
Why is this step important?
- Allows you to focus on leads with the greatest potential for closing;
- Helps plan pipeline more efficiently.
Examples of questions to understand priority:
- “Is solving this issue an azerbaijan cell phone number list immediate priority for your team?”
- “What happens if this problem is not resolved in the next few months?”
- “Is there a critical deadline to implement the solution?”
When to use the CHAMP method in the sales process?
Not every sales approach fits every scenario, and CHAMP is no different!
As we have seen so far, this method works especially well when the sale requires a more consultative construction or when the lead does not yet have a completely defined solution.
Check out below in which contexts it stands out:
When the client needs customized solutions
In many markets, customers are email material looking for solutions that meet specific needs and are adapted to the reality of their operations.
In these cases, the method phone number thailand helps to identify the unique challenges of each client , allowing a tailored proposal to be offered and demonstrating value from the beginning of the negotiation.