Book Review: SELLING TO ZEBRAS

SELLING TO ZEBRAS How to close 90% of the business you pursue faster, more easily, and more profitably.

By Jeff Koser & Chad Koser
ISBN-13:  9781929774579
Topic:  General Business - Sales                                   

Format:  Hardcover
Language:  English
Publication Year:  2008

REVIEW:

Father and son sales gurus, Jeff and Chad Koser, tap into their years of experience in executive sales management, business strategy, and business development. They claim by using their sales models, spreadsheets and tools you will close 90% of your deals.

They divide the material into four sections that match up with the four stages of process in their method.

Profile the animal, spot the zebra, greet the zebra and caring for the zebra.
According to Selling to Zebras, the first step is to look inside your current organization and determine the profile of your best current customers.  Include:  Why they purchase your product, their size and their structure.

The second part of the book focuses on “spotting” the zebra.  Here the authors provide some assistance from their web site.  You have to register to get the tools, but it’s free.  To begin spotting the zebras, use the profile you completed in step one and begin to match up with your prospects. 

Once you identify your zebra, you work to arrange a meeting.  Things you need to cover specifically are:

Address the mutual cost of sale; The client needs you to recognize his investment and needs to know when he can expect results.

            Help your client determine the value of your product in terms of time and money.

Ask the client to sponsor the next step in the process with expectations of a successful deal.

The final step is caring for your zebra.  Once you have captured your zebra, you have to maintain the relationship to ensure future success of this client.

Design the implementation plan so the client can repeat success.