What is the Selling Zone?
The selling zone is where there’s a higher probability of closing a deal. It is marked as the green area within the upper chart in Basement Q Chrome extension.
Messages in the Selling Zone chart, represented by envelopes, are divided into three main categories:
Above the Selling Zone means you may be perceived as a little bit “rude”.
In the Selling Zone means you are in an optimal position to win the deal.
Below the Selling Zone means you may be perceived as incompetent.
How did you enter the Selling Zone?
The way you entered the Selling Zone may provide further information. There are two ways to get inside the Selling Zone:
In a message sent by your prospect, which demonstrates the way you are perceived by them. This by turn is also broken into 2 possible scenarios:
If you were previously above the Selling Zone, you may have been too aggressive. Yet, the prospect seemed to acknowledge your competence in their response, getting you into the Selling Zone.
Note that this can still go either way, and your prospect may still react to your perceived aggressiveness. Your prospect’s sentiment may serve as an indication to where this is heading.
If you were previously below the Selling Zone, you may have been at risk of being perceived as incompetent, but eventually the prospect affirmed your position in the Selling Zone.
This is an unlikely situation but may occur if the prospect is not in a position to make a decision. Later on, the deal may be promoted to a more senior person. In this case, you better be prepared and up your game.
In a message you sent. This can also be broken into two possible scenarios:
If you were previously above the Selling Zone, it may mean that your prospect was somewhat unconfident. Yet, you reacted well by containing the situation and demonstrating the desired level of competence to get in the Selling Zone.
If you were previously below the Selling Zone, it may mean that your prospect was testing you. It appears you reacted well by not supplicating and by not being too aggressive. Thus, you got in the Selling Zone. Note that this testing phase might not be over yet.