|
|
Sales Warrior Lesson 12: Acting on VisionPeople naturally resist change. Salespeople naturally want to do what they have found successful in the past. While we certainly must build on past successes, we cannot simply repeat them because everything is always changing. It is natural for people to want to do what they have always done, but if your prospects always do what they have always done they will never become your customers. Though we are more comfortable repeating proven techniques, strategy requires that we change and improve. To establish momentum, we need to combine standard methods that have worked in the past with innovative methods. The four steps in advancing a position—knowledge, vision, movement, and position—can also be thought of as a cycle of innovation or experimentation because it requires spotting opportunities and adjusting to them. This is the central topic of chapter 5, Momentum. Exercise: In the sales process, what did you categorize as consisting of a "move"? Everything you yourself actively do to advance your position (make a pitch, offer a proposal, etc.) is considered a move. |
|
Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
