The Selling Zone feature functions like a "sales GPS".
The horizontal axis represents time, while the vertical axis represents YOUR perceived relative competence, which strongly correlates with cross-industry CRM "closed-won" performance data.
Important note:
The vertical position of the circles (encircling the envelopes) only pertains to you (the user): it only shows YOUR (est.) vertical position, regardless of whether you happened to be the sender or the recipient.
In other words, what the other party writes can, at a certain point in time, change YOUR position on the Selling Zone. What you write back can change it again.
Your goal is to try to and stay near the center of the green stripe, as seen below:
If you find yourself positioned ABOVE the green stripe it might mean that you're playing too hard, or too aggressively. The other side might get offended at some point.
Bonus fact: if you'll ever analyze a typical cold email outreach that was sent to you (i.e. you being the prospect instead of the seller - not the intended use of Basement Q), you might find a funny "mirror image" of the other side: you'll see all the touchpoints above the green stripe due to the other person's salesly patterns. This means, that if the other person had access to the selling zone,they would see the touchpoints under the green stripe.
If you're positioned UNDER the green stripe, good chances you're acting like the typical old-fashioned "salesperson": being too needy / pleasing / supplicating / agreeable. That will not earn you respect:
