Niche Selling
Lead with Something Unique
Attack him [the enemy] where he is unprepared, appear where you are not expected.
—Sun Tzu
The first major tactic in approaching new customers is putting relationship before opportunity. The second major tactic for approaching new customers or a new sales territory is to determine which product or service to lead with. Using the concepts of trust, I will develop a model that you can use to make this determination.
With all the talk about relationship and qualifying the customer, you eventually have to sell something. In the sales situation with Tom (the person who chased opportunities, had a large pipeline, ...
Get Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
