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Sales Warrior Lesson 13: Claiming
Of course, without using the techniques of claiming, you don't necessarily get rewarded at all. It is possible to "win" in some sense and not be rewarded for it. Salespeople can win sales that do not pay commissions. Salespeople can win customers that cost them more time than they are worth. Salespeople can exceed quota and still get passed over for a promotion. So the goal isn't simply winning sales but winning sales in a way that rewards us. Exercise: Imagine that you are a prospector who, after searching through the wilderness, has just struck gold. List the steps you need to take in order to make your claim. Can you think of analogous steps for claiming in your sales process? |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
The
techniques of classical strategy are designed to find the most rewarding course,
which is usually the least difficult and costly course in terms of time and
effort. Lots of small, profitable, quick successes are preferred over big costly
successes.