Proactive Risk Management for Champions
In B2B sales, champions take risks within their organizations, often with personal benefits. As a buying coach, your role involves anticipating and addressing these risks with mitigation strategies. While mitigation doesn’t eliminate risks, it significantly reduces their impact, making them more manageable.
To identify risks, review past deals that faced delays or fell through, often related to common questions. This exercise aligns with the Questions and Objections by Role exercise, as mitigation strategies often overlap with addressing objections. While not exhaustive, this sample offers insights into common risks champions face, inspiring ideas for defining and mitigating risks effectively, ensuring a smoother path to success.
