The strategy is often talked about in boardrooms and seminars. When I think about this special word, I notice it is only reserved for the upper level. Think about the ancient times for a moment – the only people that talk about strategy are the kings, generals, commanders, military strategists, politicians, advisers, etc… The top people…

In those times, strategy knowledge is kept away from the lower people so they can’t get any ideas on how to revolt or rebel. The soldiers get the command and then execute. They are taught not to think but to just follow.

Come to think about it, salespeople today behave very much like the soldiers of the old days. With the privilege of training thousands of salespeople and managers, I notice whenever I pop difficult questions, I get blank stares, or they look away, or they have to reply to their SMS-es. They just can’t think fast enough or at all!

— That’s the one thing salespeople still don’t get….

They think strategy must be from above. The people on top must teach us account planning. The people on top must give us the competitive knowledge of the market. The people on top must tell us who the true influencer of the decision making for this deal is.

While the people on top will do all those things, we as salespeople cannot wait for things to happen. We must stop selling tactically and move to selling strategically.

To begin, we need to switch the mindset of thinking like a soldier to thinking like a general. Always planning, always strategy… Easier said than done, but it’s a choice…

// The One Thing Sales People STILL Don’t Get…
// By Hanzo Ng, Sales Ninja Grandmaster

Hanzo Ng is Sales Ninja Grandmaster, lingo for Chief Trainer of Sales Ninja Training, Asia’s #1 Unconventional Sales Training. Sales Ninja Training specializes in helping small-medium, listed and global companies transform their salespeople into the ultimate sales professional known as Sales Ninja. For more information on our sales, motivation, and leadership training, visit our website.

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