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Sales Warrior Lesson 15: New AccountsOver time, every position must be advanced. However, you don't need a lot of resources to advance a position. Actually, as you will see, many of Sun Tzu's technique for aiming revolve around using small, inexpensive probes rather than large, expensive commitments. In Sun Tzu's system, every movement into a new area is a type of experiment. Experiments are expected to fail frequently. This is obvious to salespeople. Even the best salesperson doesn't close every prospect. One of the reasons we have designed the Warrior Class lessons is to condition you to think in terms of making progress by small failures. It is the small failures that position you for big successes.
Exercise: Look at your earlier description of the steps in your sales
process. Pick the most difficult step and break that step down into smaller steps.
What is the smallest possible step you can think of that advances your sales
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
