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Orvel Ray Wilson
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Discover How to Expand Your Value to Sell at Higher Prices
SGIA spoke to award-winning speaker and best-selling author Orvel Ray Wilson, CSP, who will present his take-no-prisoners approach to sales, marketing and negotiation at the 2010 SGIA Expo Keynote Breakfast.
Question: How does your approach to sales compare to other models?
Answer: The Guerrilla metaphor comes, of course, from guerrilla warfare. How do you fight back when you’re outnumbered and outspent by larger, better-funded competition? Guerrillas rely on three resources to gain an advantage: Time, energy and imagination. They use these in place of a massive marketing budget or an army of salespeople. Within these arenas, no one can outspend you. They use information and surprise to gain a tactical advantage. They invest in people, technology, themselves and the community to gain a competitive edge. They are contrarians, and are far more focused on the customer than on the competition.
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