Closing The Sale & Strategy

In sales, I'm an amateur in one sense, seeking information and perspective as a painter might seek an understanding of the elements he must master - through application - to manipulate base materials into works of Art.

With that in mind, what is strategy in sales and what does it have to do with closing the sale?

Quote:

Originally Posted by MitchM

With that in mind, what is strategy in sales and what does it have to do with closing the sale?

The few key factors that determine success in selling are, from a strategic viewpoint, the same few factors that determine success in other things. The word "strategy" is derived from a Greek term that means "thinking like a general". Of course, in selling, the applications are distinct just as they would be distinct in chess, sports, or war. Strategy, in itself, is nonintuitive. It relies on analysis and foresight. The age old principles of strategy could be described as a system for winning without conflict. I think that last point reveals adaptability to sales convincingly.

From a subjective standpoint, knowing and studying strategy, I'm comfortable saying that I'm focused on advancing my position in a sales situation. To do that, I have to be able to assess my position, that of the prospect, and that of the competition.

For me, it begins with that.

Quote:

Originally Posted by Gary Boye

The few key factors that determine success in selling are, from a strategic viewpoint, the same few factors that determine success in other things. The word "strategy" is derived from a Greek term that means "thinking like a general". Of course, in selling, the applications are distinct just as they would be distinct in chess, sports, or war. Strategy, in itself, is nonintuitive. It relies on analysis and foresight. The age old principles of strategy could be described as a system for winning without conflict. I think that last point reveals adaptability to sales convincingly.

From a subjective standpoint, knowing and studying strategy, I'm comfortable saying that I'm focused on advancing my position in a sales situation. To do that, I have to be able to assess my position, that of the prospect, and that of the competition.

For me, it begins with that.

What I like about your post, Gary, is it's absence of cliche or thumb-nail Keys to Success - those metaphors and phrases which mean something and sometimes profoundly mean something WHEN they have context and to me what you've posted might begin a thread of context.

I believe one of the reasons of failure is lack of context which arises when people take key phrases, cliches and figures-of-speech and act on them as if they are buttons you just push and out comes gold.

What's deceptive sometimes is when people apparently do that - puch the cliche buttons - BUT if you could follow them around - and I've met and learned from some of them - you'd see what's really working behind the scenes which are deeply learned and felt and intuitive contexts - analysis and foresight internalized manifest in action.

If strategy, itself, if nonintuitive and it relies on analysis and foresight, what tools or methods do we use for analysis and foresight to assess the position of the seller in relation to the potential buyer?

You guys are scary...This is WAY over my head.

Quote:

Originally Posted by MitchM

If strategy, itself, if nonintuitive and it relies on analysis and foresight, what tools or methods do we use for analysis and foresight to assess the position of the seller in relation to the potential buyer?

Good question--but the wrong question. What I mean is you're asking about the tools and methods to assess the positions but unless you know the factors that will determine your success with regard to the respective positions, it won't do much good.

I'll give you an analogy from chess--and it's not to detract from sales--but it can be helpful.

A lot of people play chess. They own a chessboard or they got one for Christmas--and they have fun playing. Kids play. Kids play their parents, their friends. Like a little war game. Parlor chess. Most people look at the board and they see 64 light and dark squares and neat little men or "horses" or castles. They know that this piece moves this way and a knight moves like an "L" and ya gotta get the other guy's king with your little army of figurines before he gets yours.

But an expert chess player sees none of that. The expert sees dynamics involving 5 things--not little horses and soldiers. He looks at pawn structure, force, time, space, and king safety. His own and his opponent's. And then--after assessing the position--seeks to create an imbalance which would give him an advantage. These are the things that goes through his mind--and they are changed with every single move. He seeks tactics in line with his strategy which is derived from his assessment of those 5 dynamic elements.

Okay--enough chess--don't mean to bore.

A strategic approach to selling relies on assessment of the positions I mentioned earlier with regard to elements (factors) that are the determinants of success. In selling strategy, for instance, Gary Gagliardi has described those elements directly from a translation and interpretation of Sun Tzu's principles of strategy. They, in his words, are philosophy, attitude, market, leadership, and your sales process.

The philosophy part can be confusing. It points to the sharing of your customer's goals. Being in step with with his/her wants and needs. A partnering approach. Recently, somebody on these threads used the expression "going with the flow". That is quite close to what I'm mentioning.

Quote:

Originally Posted by RainMaker

You guys are scary...This is WAY over my head.

RM--that's called reverse snobbishness.

Or is it snobbism?

Quote:

Originally Posted by Gary Boye

RM--that's called reverse snobbishness.

Or is it snobbism?

Tell me if I understand - my question had to do with the little white and black pieces that go this way and that - the tools - which is not relevant until you know the business factors you're dealing with such as the factors in chess real champions see - not just the pieces. Right?

So each selling situation will have different dynamics - factors - which first have to be analyzed and understood for the tools - tactics - to be used effectively in a strategy for victory. Right?

Quote:

Originally Posted by MitchM

So each selling situation will have different dynamics - factors - which first have to be analyzed and understood for the tools - tactics - to be used effectively in a strategy for victory. Right?

Yes, from a strategic slant on selling, I'd say that's accurate.

Quote:

Originally Posted by MitchM

In sales, I'm an amateur in one sense, seeking information and perspective as a painter might seek an understanding of the elements he must master - through application - to manipulate base materials into works of Art.

With that in mind, what is strategy in sales and what does it have to do with closing the sale?

I view "strategy" as "How do I get there from here."

This might involve determining in advance my desired outcome, my opponents current position, my specific plan of action, my possible actions/reactions and my opponents potential actions/reaction.

Quote:

Originally Posted by Agent Smith

I view "strategy" as "How do I get there from here."

This might involve determining in advance my desired outcome, my opponents current position, my specific plan of action, my possible actions/reactions and my opponents potential actions/reaction.

What you are describing is known as Calculations, an integral part of strategy. I'm sure you are skilled at it. Of course, everybody calculates--regardless of their knowledge base and skill levels. By itself, calculating is not strategy but a lot of people identify it as such just as many people think planning is synonymous with strategy.

Closing The Sale & Strategy

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