Two Levels of Positioning
There are two levels of positioning you need in the market. The first is company positioning. This is brand management, PR, social responsibility and all the other important activities that brand managers look after.
The second is individual positioning. This covers the well-known macro concepts like employee behaviours, codes of conduct and other modifiable activities. But it also covers the intangible micro activities of employees. Do they have the ability to hold their ground, lead a sales conversation and push back with the right amount of pressure at the right time?
If your organisation has strong positioning in the market, but your sales team cannot match that positioning in the sales conversation all your money and effort in company positioning is wasted. The customer only deals with the sales/admin/support person – never the company itself. The way your team position themselves is just as important as how the company positions itself.
As always, would love your thoughts on this here.
Cheers,
Darren
Posted in Sales Presentations, sales skills, sales training, Sales Training Courses
Written by darrenf
