Why selling Skills and Good Product are not enough -
- If you know your enemy and know yourself, your victory will not stand in doubt . - Sun Tzu
Know this about yourself: There is only one reason professional salespeople lose order.
Competitive selling is not a matter of selling harder.. it is a discipline involving the development of insight and knowing what to do with it.
Competitive sales people do not ignore the customary aspects of selling.
YAKA methodology will have 3 parts:
Part I : Initial approach to sales opportunity, getting to the inside track of your customer organisations political structure -> finding the FOX
Part II: looking at sales situation through a windows opportunity, accurately understanding the terrain, and basing a sales approach on one of four type of strategy (direct, indirect, divisional, containment)
Part III: governing the competitive process, knowing when it make sense to compete, Determining early in time what it will take to win.
Established per opportunity : strategy - Action- Resources
Established F2F relationship map