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Sales Warrior Lesson 4: A Unique Sales Position

Sales analysis in terms of front-line strategy is not a long, drawn-out process. Neither you nor your customers have time to waste. Situations are dynamic. They must be quickly distilled to their essence.

Comparing your position with a customer's other alternatives only requires quickly looking at five key elements. Sun Tzu taught that these elements make up all strategic positions. The five elements are

1. philosophy or mission, which compares motivations;

2. climate, which looks at what is changing;

3. ground, which looks at the control of resources;

4. the leader, which looks at the character of decision-makers; and

5. methods (fa), which looks at processes and procedures.

These five elements provide the structure you use to compare your offering to your customer's or prospect's other alternatives.
 

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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi
The leading publishers of books based on Sun Tzu's The Art of War