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CHAPTER 9: Sell More Without Even Being ... > Becoming a Thought Leader - Pg. 150

150 HIGH-PROFIT SELLING Q not about doing business with everybody; it's about doing business with those customers who have needs and opportu- nities that align with your business model, and you want to win the confidence of those customers. I use the example of IBM out of my real respect for the company and the premium reputation IBM has been able to develop. A salesperson or a company can't go wrong if they model themselves after IBM. If you choose not to model your- self after IBM, then identify another company, potentially an industry leader, to gain ideas you can use. Patterning how you position yourself by following other leaders will help you craft an image other people will look at with respect.