Traits of Top Salespeople

"Top salespeople are versatile: they can change their approach based on the person they are dealing with."

Day: July 17, 2019

The 5 Basic Sales Strategies – part 3 of 5 – Fragment

The 5 Basic Sales Strategies – part 3 of 5 – Fragment

This is the third part of my series discussing the five basic sales strategies. To remind you of the list, they are:

  1. Frontal
  2. Flanking
  3. Fragment
  4. Defend
  5. Develop

Every sales manager and salesperson should be familiar with these strategies. Everyone should understand which approach they should use in various situations.

3. Fragment

The fragment strategy is a great strategy when you are politically weak in an organization. It is also useful when your product is not as full-featured as other products. Younger companies should consider using a fragment strategy in most sales situations.

A fragment strategy divides the opportunity into smaller pieces and focuses the customer on a subset of the issues that you can address. It is a “divide and conquer” strategy. It is mainly used to get your foot in the door or to bypass direct competition from stronger competitors.

Every salesperson should understand this strategy. It is very effective at gaining a foothold in target accounts. It is far easier to sell more to a customer that is already happy with you, then it is to convince a brand new prospect. The fragment strategy helps get that first order.

The strategy depends on the salesperson identifying specific unique features within the product. He or she then explains the related benefits to individuals at the prospect that are primarily focused on the reduced goals. It is essential to bypass the main decision-making group and focus on targeted people.

A Hunter salesperson will often resort to this strategy if the Frontal strategy is ineffective. This is probably the second most used strategy. It allows them to achieve some success in the face of more entrenched competition.

A Farmer salesperson will also use this strategy effectively. It is almost the preferred method for Farmers because they thrive on understanding the needs of a few individuals.

A Gatherer will resort to a variation of the fragment strategy because of her relationships with the account. In the face of a superior competitor, a Gatherer will try to segment off part of the evaluation that is suited to her product. She will convince the customer that this smaller win combined with the long term relationship of the Gatherer is enough for the account.

A Trapper will use this strategy effectively whenever it makes sense to eliminate the competition.

If you don’t know what a Hunter, Gatherer, Farmer or Trapper is, you should read my book Eliminate Your Competition. You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.

Header Photo by wilhei (Pixabay)

This post is the third in a series of posts covering the five basic sales strategies. I cover the five basic sales strategies in these posts: