Sales success isn't one-size-fits-all. Depending on the situation, you need to adapt your strategy. Here are five core approaches that can help you close deals and win against the competition.
Frontal Strategy Approach
This is a direct approach where you leverage a clear advantage over your competition (product, company, or yourself). It requires excellence and execution but is risky if your superiority isn’t consistent, it can be easily beaten.
Flanking Strategy Approach
Rather than competing head-on, this strategy shifts the focus to new or overlooked factors that favour your offering. It's about understanding the internal dynamics and getting influential buy-in from inside the organisation. Ideal for Trappers and Gatherers.
Fragment Strategy Approach
Perfect when you’re at a disadvantage. It’s about breaking down the opportunity into smaller, more manageable pieces to build your way in. A great tactic for Hunters and Farmers to get their foot in the door.
Defend Strategy Approach
Once you have a customer, you must protect that position. Building executive relationships and continuously adding value helps you defend against competitors trying to displace you. Gatherers excel here.
Develop Strategy Approach
Sometimes, prospects aren’t ready to buy. The Develop strategy is about building credibility and planting the seeds for future engagement. This is crucial for Farmers and Gatherers who nurture long-term relationships.
No single strategy works all the time, so flexibility and adaptability are key to staying ahead.
Which strategy do you use most often?
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