by Tim Roberts
History is replete with stories of hostile forces determined to conquer. During the past several millennium commanders have even ordered their men to “burn the boats” upon arrival to ensure there would be no retreat. I’m guessing motivation would be at a fever pitch.
When you look at what needs to be done and which sales targets need to be conquered you must pause to consider how bad you want them, in what time frame, and for what fever-pitch reason. You must know clearly what motivates you into fierce action no matter what.
Doing everything we can to get people to like us, avoiding any potential conflicts and defaulting to the best price are not fierce-action strategies. While they are trust-building strategies they come with uncertain outcomes, a longer-than-necessary sell cycle and can potentially sabotage your business plan. The ripple effect draws blood from your income, goals and dreams. If you’re the business owner much more is at stake.
A fierce strategy requires a few, if not all, fierce players. A fierce player is one who chooses to be furiously active and determined. Furiously active and determined means they aren’t turning back. The boat is being burned. They’ve set a trap for themselves and now they have to figure out a way to conquer. Obstacles, even long-planted ones, are temporary. The belief of the fierce competitor is simple: I win!
There are moments when good companies fall short of great because they were unable to conquer and take the prize they wanted. And there are moments when good companies propelled themselves to greatness because they could see no other option.
At Sandler Training Trustpointe we help our clients achieve greatness. To learn more about conquest account strategies, trap-setting and fever-pitch reasons to play hard contact Tim Roberts at 317-845-0041 or tim.roberts@sandler.com.
Oooh, let’s do a haka!
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