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. Guerrillas are rigorously fair , actually raising objections on behalf of the prospect. They share information openly, and may even show the prospect their costs and markups. Guerrilla Selling is based on real people selling real products and services. It's informal format is easy and entertaining to read.