Pre-Order my new book: The Lost Art of Closing

Twenty Eight Articles for Sales: 23 – Practice armed civil affairs

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.


PREORDER MY NEW BOOK – THE LOST ART OF CLOSING

Preorder my new book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, and pick up the bonus content to help you implement and execute immediately.


Filed under: Sales 3.0

Anthony Iannarino Head Shot

Follow me on your favorite social networks:

Share this page with your network