The sales habit you've never heard of....that Elite Account Executives use everyday.
Jul 01, 2023
The Triple-Lens Strategy
In sales, the importance of strategising and preparing is often overlooked.
Preparation before anything, gives a higher likelihood of success.
It applies to prospect calls or large deals with complex sales cycles.
To achieve comprehensive preparation, there are three perspectives to consider.
The Triple-Lens Strategy helps Account Executives consider all viewpoints.
LENS ONE (Your Prospects/Customers)
They are the driving force of your role. Understanding their wants and needs is fundamental to your success.
Every time you communicate, consider what they want to achieve.
LENS TWO (You)
It's critical not to lose sight of your personal aspirations. Clarity on your desired outcome gives you a chance of achieving it.
If you know what you want to achieve in every interaction, then you have a chance of achieving it.
This lens nudges you to to strike a balance between your prospects goals and your own.
LENS THREE (Everyone Else)
Who is not involved that has a vested interest? It could be executives, users, business partners or even investors. Considering those not directly involved gives other routes to successful outcomes.
This paves the way for mutually beneficial outcomes.
The Triple-Lens strategy elevates your understanding and nurtures empathy towards all stakeholders.
In sales, creating a win-win scenario is the ultimate goal. This triadic approach gives a higher chance of achieving it.
Triple-Lens Strategy is just one aspect of 'the work before the work', (elite preparation). It is like seasoning a dish before cooking. It might not seem absolutely necessary, but it's what turns a good meal into a great experience.
Whenever you're ready, there are 3 ways I can help you:
- I expand on prospecting in greater depth in my book: The Work Before the Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition GET MY BOOK HERE.
- Sell more & get promoted faster with 1:1 Coaching here.
- Lead a sales team or org? Let's explore me training your team. Book a call here
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