As a salesperson and sales executive for the past 30 years, I’ve seen great salespeople do wonderful things. I’ve observed how one person could exceed their sales targets consistently while others with the same product would struggle. During my own career as a field salesperson, sales team leader, and company president (actually a combination of all three), I’ve worked the sales process daily and have experienced nearly every example within this context learning from my mistakes along the way.
While you’ll never be selling a 100 percent perfect product, you can successfully sell any product or service by applying PowerZone principles. A PowerZone is a dominating attribute of a person, product, market, and channel or systems integrator. In fact, it contains the two or three most compelling strengths of those attributes.