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Sales Warrior Lesson 26: Your Attitude and TrendsThink of the strategic factor of climate as everything that naturally changes over time. The business climate consists of a constant shifting in the emotions in the marketplace as a whole and of specific customers. Sometimes those emotions are rooted in real, objective changes, but they can also be purely subjective and emotional reactions. In sales, change is the driving force creating new opportunities and refreshing old ones. If customer needs weren't changing, no one would need to buy anything new. Something must change, either in their needs or their supply, for customers not to buy what they have always bought before. Because the climate is constantly changing, people are always making new decisions about their spending priorities. You must use these changes to explain why customers need your product and need it now.
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
