Understanding Your Selling Zone™ Position
The Selling Zone™ Position widget is a visual representation of your relationship with the prospect. The green area marks the Selling Zone, where there's a higher probability of closing a deal. Being in the Selling Zone™ means that you likely have balanced, concise, and confident communication patterns with your prospect.
Here are the positions in the Selling Zone™, their meanings, and what we suggest you do when you are in any of these positions:
In the Zone - This is the ideal position. It means that you are likely to be perceived as competent and can push the deal forward more easily. This is the most optimal position to win the deal.
Below the Zone - You are likely to come out as pleasing, overeager, accommodating, and so on. You might be perceived as incompetent. If your Selling Zone™ position distribution is skewed towards below the Zone, you may benefit from communicating with more confidence and competence. Consider utilizing the “Next Move” and “Simulator” features to assist you.
Above the Zone - You might be perceived as a little bit "rude". If your distribution is heavily above the Zone, you could benefit from increasing your empathy and responsiveness in certain situations.
