Sales Warrior Lesson 2:
The Framework of Sales Strategy
The
purpose of learning font-line strategy is to develop the "sales warrior"
mindset. In any challenging situation, the difference between success and
failure is often your mindset. Sales warriors see every change as an opportunity
because they are taught how to look for opportunities. Sales warriors are
curious to learn what they do not know because they are working from a deep
understand of competitive positions. Every new piece of information added to
that picture, fills in more of the puzzle. Each step takes them closer to the
answer for every given sales process.
Because they have their eyes on the big picture, sales warriors see themselves as in control of their situation and not at the mercy of
others. Control starts with knowing what information is important and what
information is not. Once you know how to put complex situations into a
meaningful perspective, your sense of confidence and control communicates itself
to customers and they begin to see you as something more than someone trying to
sell them something.
Exercise: List ten of the most serious problems that you are currently
facing in your job. Next to them, if you can, list the opportunities that
those problems represent. Save this list for use later.
The
purpose of learning font-line strategy is to develop the "sales warrior"
mindset. In any challenging situation, the difference between success and
failure is often your mindset. Sales warriors see every change as an opportunity
because they are taught how to look for opportunities. Sales warriors are
curious to learn what they do not know because they are working from a deep
understand of competitive positions. Every new piece of information added to
that picture, fills in more of the puzzle. Each step takes them closer to the
answer for every given sales process.