Sales Warrior Lesson
4:
A Unique Sales Position
In the process of building up your position with your customers, your
competitors' weaknesses are only relevant when they match up against your strengths.
In this process, you knowledge of front-line strategy is important. A
salesperson's greatest strength is the ability to help his or her customers make
better decisions, not only about his or her products or solution but about all products
and solutions.
In other words, a great salesperson is one who can help his or her customers on
their strategic decisions. You cannot do that without first mastering strategy
yourself.
Real front-line strategy is never as straightforward as they teach in business
school. We may
sometimes want the appearance of strength, but at other times the appearance of
weakness is more valuable. While knowledge is your key to winning sales,
feigning ignorance is often more powerful than showing off your knowledge.
No information in competitive environments is certain or complete. In the first chapter of The Art of War, Analysis,
Sun Tzu
