Sales Warrior Lesson 2:
The Framework of Sales Strategy
The
role of a salesperson is providing information, information about available
choices. To do this well, you must first see the big picture in a new way. You may think there is an infinite amount of information
that goes into every sales decision. The power of Sun Tzu's system is that it
organizes the knowledge needed for good decisions in a highly usable way.
The amount of information in the sales process, especially all the
unknowns, makes it difficult for people both buyers and salespeople to know how to
make a good decision. As a
salesperson, your goals is to make decisions easier for your customers. This means
that you must
understand their situation in some way better than they do. A deep understanding
of classical strategy brings an important new element of knowledge into the
sales process.
No matter what else you can offer in terms of market knowledge, product
knowledge, solution knowledge, what you can offer in terms of strategic
knowledge is even more valuable. You can offer your customers a powerful new
perspective on their situation.
