Practice armed civil affairs. You must restructure the prospect or client’s environment to displace your competitor from it. You must focus first on meeting basic needs, improving the problems that you were hired to fix, then progressing up towards more value creation as each successive need is met. Surveys and personal interviews with contacts at all levels, regularly executed and maintained, are an invaluable tool for understanding needs and tracking progress in meeting those needs over time.
You need cooperation from all areas of your client’s team, as well as your own. You will not be able to control these teams. Instead, you need to work on a shared diagnosis of problems, building a consensus that helps you self-synchronize. Your role is identify needs and improvements and to build networks and mobilize the populations.
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Filed under: Sales 3.0