Posts Tagged ‘Zebra Selling’
Seven questions about each prospect that can change your business…
Posted by Chad Koser in Selling to Zebras Tuesday, 7 April 2009 22:55 No Comments
As you answer these questions, don’t try to use them to define all customers. Instead, use these questions to define your best customers, which in turn will help you to identify your best prospects.. The best customers are the ones where you win the deal 9 times out of 10.
1. What defines the types of companies that are my best customers?
2. What do these companies look like operationally?
3. Who is the person in a position of power that makes the promises when my deals/projects get approved?
4. What funding was required to get those projects approved?
5. What level and type of return-on-investment did I prove when I won a deal?
6. What role did technology play?
7. What were the service requirements where I won in the past?
Your best prospects will match the attributes defined by analyzing your best customers to answer the previous seven questions!
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
Let’s mix things up with an audio blog!
Posted by Chad Koser in Selling to Zebras Saturday, 28 March 2009 00:10 No Comments
Are you a busy executive? Do you have 15 minutes? Listen to an interview with Lisa Ferrari, SellingPower Live and Jeff Koser. Everything you need to know about us is captured in this interview.
Jeff describes the Zebra methodology by addressing the key components that will help companies close up to 90% of the business they pursue by determining and predicting the value they drive for their customers. Creating and executing your Zebra will put you in a position to achieve long term growth—even in these tough economic times.
Click here to listen: Lisa Ferrari of SellingPower Live interviews Zebra Jeff
