by Dr Lisa | eliyahu goldratt, getting in, mafia offer, mafia offer boot camp, market constraint, sales constraint, theory of constraints
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: Mapping current prospective clients (existing, past, new) creating a wide list of prospects... by Dr Lisa | eliyahu goldratt, getting in, mafia offer, mafia offer boot camp, theory of constraints, theory of constraints marketing, theory of constraints sales
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... by Dr Lisa | executive access, getting in, how to sell, mafia offer, sales cycle, theory of constraints, theory of constraints sales, TOC sales
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... by Dr Lisa | boot camp, eli goldratt, getting in, how to sell, mafia offer, sales cycle, theory of constraints, theory of constraints sales, TOC sales
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... by Dr Lisa | boot camp, eli goldratt, executive access, getting in, how to sell, mafia offer, market constraint, sales cycle, theory of constraints
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...
