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Sales Warrior Lesson 25: The Philosophy of SalesIn front-line strategy, your philosophy is defined as your mission, your goals, and your motivation. It is the heart of every strategic position.Your sales philosophy defines your external focus, the direction in which you are trying to move your strategic position. Yes, your personal goal may be to make money or get promoted, but that can't be your external focus. It can't define your position in the external marketplace. People don't buy from you because of what you want. They buy for their own reasons, to fulfill their own needs. But you don't sell to them as charity work. You are also in it for something. However, the only way to get what you want is by helping them get what they want. This is a foundation principle of front-line strategy. The mission that
matters is the mission that people share. You may belong to different
organizations, but as you come in contact with each other, you must have some
affinity that connects you. For you as a salesperson, that affinity comes from your
desire to connect with your customer's mission. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
