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Sales Warrior Lesson 6: The Changing Times

Though we cannot control the changes of climate, that doesn't mean that we cannot foresee events or use the trends of change to our advantage. Indeed, every successful salesperson must learn how to do this.

For example, we cannot predict the weather perfectly, but we have a good idea that the summer is going to be warmer than the winter. This ability to see trends in change beyond our control is the basis of good timing. We must predict our competitors' moves. Remember, positions are dynamic. If we move, our customers and competitors will move in response. Front-line strategy is like a dance; the changes of climate keep the beat and we all must follow as best we can.

Exercise: List three cyclic trends that are a part of your company or industry. Next to them list whether those trends repeat monthly, annually, or over what period of time.

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