Posts Tagged ‘Sales Challenges’
Catching Zebras… ‘ChangeThis: Manifesto’
Posted by Chad Koser in Selling to Zebras Friday, 3 April 2009 12:22 No Comments
An excerpt from our recently published ‘ChangeThis: Manifesto’…
The Zebra concept itself is simple. Create the profile of your perfect prospect and measure all other prospects against perfection. Zebra score every prospect, decide your tipping point and don’t go over it. This is the hard part. Saying no for sales people is very hard. Yes is in their vernacular. No isn’t even in their DNA. So when we tell you that part of the success of this process is to say ‘no,’ you’ll understand this process will take some inspection to ensure it succeeds. Someone once said you can’t expect what you don’t inspect. Inspection is necessary for the Zebra way to succeed. You can drag a Zebra to water… you get the idea.
Follow this link to download the entire manifesto: http://www.changethis.com/56.05.CatchingZebras
