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Sales Warrior Lesson 16: RiskSun Tzu defines three dimensions of risk in making advances. He describes these risks as distance, time, and size. Short, quick, and small moves are inherently less costly and therefore less risky than long, slow, and large moves.
The same rules apply in choosing how to use your time as a salesperson. You
look for short, quick, and small advances that you can make. An advance is
defined in terms of completing a Progress Cycle (listen, aim, move, claim) and getting to the claim stage. Depending on the type of sales you are in, this
doesn't always mean being able to claim an order or winning the account, but
it does mean getting to goalposts that clearly identify the sale as moving
forward. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
