Who are the WOMBATS?
Everyone is a WOMBAT. If you look at selling from the customer’s viewpoint, not the sales manager’s, you recognize that the customer closes the sale, not the salesperson. In fact, as customers, we are all closing sales, all the time.

What do WOMBATS do?
Wombats buy things and then they can’t wait to tell other WOMBATs about their experience. Good or bad.
• We are all buying ideas and opportunities, goods and services all day long.
• We are always telling others about our new ideas, our favourite products and the latest services.
Yes, we are all WOMBATs and so naturally we know quite a lot about how WOMBATs think, how we behave and what we like and what we dislike.

Some WOMBATS are also COIs
A COI is a centre of influence–an individual who influences ten other people. In any population sub-group like a target audience or a market niche or a passion group, the 10% lead the 90%. There is usually a small group of heavy-hitters who call the shots and are called a COI (centre of influence). COIs may be a handful of trade journalists, a few market-leaders, some early-innovators, an industry spokesperson, a recognised guru or a high profile customer. When these people talk the rest of the target audience listens! Every WOMBAT marketing plan or personal sales plan should give deliberate thought to who should be on the COI list.

The Book
• If you’d like to download an instant ebook version of WOMBAT SELLING: How to sell by Word of Mouth just go to The Book link on the RH side of the screen–click and download.

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