The Goal is currently at the top of "The Best Business Books of All Time" list, but voting is underway. To cast your vote go to: Cast your vote for The Goal and help us to get the word out about Theory of Constraints!Here's to maximizing YOUR profits!Dr Lisa...
Happy New Year! I hope this blog finds you and your business poised for prosperity! This is the time of year when most of us get reflective. We look back and determine what worked, what didn’t, and what changes we are going to make. And many times when we haven’t...
Who should we target with our offer? and How should we roll it out? STEP 3 Your marketing and sales core team generates a list of prospects for your mafia offer roll out. Start by mapping current prospective clients (existing, past, new) creating a wide list of...
We started this discussion about how people are more interested in avoiding (or reducing) pain than they are in increasing pleasure. We discussed how to present a Mafia Offer (based on Goldratt's Theory of Constraints) consistent with that desire. Because mafia offers...
I ended Part 7 by asking -- Do people make decisions alone or in groups? If you had the experience I described in Part 6 where you do get in, but then have to come back and make the presentation multiple times until all the key people have seen it and can agree to go...
I will answer my own questions from Part 6 with the typical answers. Remember, that only those of you (30%) who are having trouble getting in will have similar (or any) answers. So why is it so hard to get in, at the right level, to present your offer? What are the...
Up to this point, let's say that 1) you have a great mafia offer based on Goldratt's Theory of Constraints ; and 2) you have a can't miss Solutions for Sales presentation. But in about 30% of the cases that is still not enough. Can you get in to make your...
You wrap up a Solution for Sales Mafia Offer presentation the same way you do any presentation. You agree on the next steps and get a specific commitment to the first next step. So far we have focused our discussion on the more formal PowerPoint presentation. However,...
Now that we have discussed how to open the presentation by "agreeing on the problem", we will cover the next steps -- "agreeing on the direction of the solution". Continuing with what the PowerPoint Solutions For Sale presentation ... Usually I transition by saying...
In Part 2 we discussed how we start the Theory of Constraints Mafia Offer Solutions for Sales presentation by agreeing on the problem. I can't stress enough how important it is to really nail this first part of the presentation. In no more than 4 slides you should be...
