Two questions to make a sale

I met with a successful salesperson yesterday and it was fascinating to hear him say that without regard for the product or service he is selling, the two questions he asks are:

Where do we play?
How do we win?

Where do we play means establishing where and what the marketplace is. Who are you selling to? Where are they located? What are their demographics?

How do we win means coming up with the strategy and tactics needed to get to this marketplace and sell to them.

When looking at a new opportunity (or a current one) ask yourself those two questions and if you can find good answers, you will succeed

Have a great day!

Lawrence

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