They build an underground of loyal followers who feed them prospects and reconnaissance. They use advanced technology to zero in on strategic accounts and seize market share. They reward customers with extraordinary service that's beyond the call of duty. The Mind Map shows how to penetrate prospects' camouflage, appealing to secret needs and motives invisible to the competition.
Guerrillas can isolate a prospect's unique priorities and criteria in seconds.
Even their handshake sends a subliminal message that instantly builds rapport. Guerrillas establish the need , the budget , and the commitment , before they begin a presentation. Guerrillas marshal their selling ammunition by knowing exactly where to aim, and which targets they can safely ignore. Guerrillas are highly principled and meticulously honest. They will understate the advantages of their offer, always keeping something in reserve.