This is the second in a series of seven articles outlining the need for NEW RULES in your selling efforts. In today’s article, we’ll look at the “Dynamic of Power.”

Who has the power in the sales process? Think about it. Who has it?

If you’re a traditionalist, you’ll say, “The prospect does, because they have the money.” We used to call it ‘The Power of the Pen’ (as in a ‘pen’ that signs the order.)

But not so today. In article one, I told you about the Dynamic of Pursuit.

Here, I want to talk about the Dynamic of Power.

The bottom line: You have the power. Not your prospect.

Now, it may not readily seem like that because you have goals and budgets you need to achieve. You’re constantly thinking, “What do I need to do, or say, to close this business?”

The New Power Shift

Sorry to be repetitive, but you have the power because you have the solution. Now, it may be that they don’t need your solution urgently. Fair enough. If that’s the case, then you must move on. Do not spend unnecessary time with a prospect who has no pain – or no reason for change.

But, let’s suppose you’re in front of someone who truly does have a problem. Read more