Sales Warrior Lesson 1:
Sales and Strategy
Knowing
what to do in a competitive situation is much more than having an answer to
every sales objection. It is more than knowing the steps in the sales
process. It is more than identifying customer needs and providing solutions.
It means having a framework for having a deep understanding how competition
really works and knowing the methods for bringing entirely new ideas into
the sales process.
Classical strategy gives you a method for seeing your sales situation in a
new way. It sharpens the most powerful sales weapon of all: the creative
power of the human mind. You have learned all the direct approaches to
selling, now you must master the art of surprising customers.
These Sales Warrior Lessons are designed to train you in this new, more
creative way of seeing the challenge of making sales. All the sales training
and techniques that you have mastered up until this point are valuable as
your starting point. The deeper your market and product knowledge, the more
perspective this lessons will give you.
Exercise: List all the standard models of the sales method and
selling techniques that you currently use in your existing sales efforts.
List any the sales masters that you try to follow and any sales training
programs you have taken. These make up your "direct approach" to selling.
