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Sales Warrior Lesson 9: Advancing a PositionA great deal of classical strategy focuses on the mechanics of advancing a position. The first rule is that we cannot create openings or needs to fill. We must discover them in the competitive environment. Much of the science's techniques revolve around discovering openings that have been overlooked. Classical strategy teaches that four steps are required to advance any position. In the science of strategy, we call these steps listen, aim, move, and claim. Together these four steps are called the Progress Cycle. Making even the smallest advances in winning an account requires all four of these steps, and Sun Tzu teaches that the smallest advances are the most difficult to stop. We start by
listening to gain knowledge. When we see opportunities to advance, we aim at the
most appropriate one. We then move into that opening. We then claim our new
position to leverage future advances in the account. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
