Whenever our human brains detect a sales pitch, our shields naturally go up. I think of it like the shields that protected the Enterprise in Star Trek. “Captain, the Romulans have entered our airspace!” It’s a natural response because of the way our brains evolved....
The 2 Leading Theory of Constraints Sales & Marketing Experts Justin Roff-Marsh and Dr Lisa Lang discuss what happens when ... A Mafia Offer Meets 10 Times the Volume of Sales Appointments Here’s a limited opportunity to participate in a test Webinar featuring a...
Q4 Dr Lisa: We find that incentives or bonus programs only useful in a small number of cases. Are management incentives or bonus compensations schemes ever appropriate in your opinion? Tom: I hear managers, especially in the sales arena decry that their best...
There is probably at least one step in your sales funnel that is more expensive or uses more highly trained personnel. If so, that step can be managed just like a production constraint. It should not be wasted. In fact, it can become the control point for managing...
To describe sales as a process, we must define the steps of the process. Of course, these may vary somewhat between industries and companies, and may be described in more or less detail. One such list of steps for a sales process is: Often not considered are the...
Last time, we discussed how having a "Mafia Offer", an offer so good that (1) your customers can’t refuse it and (2) your competition can’t or won’t match it -- had the potential to dramatically increase sales. A Mafia Offer is another “technology” that is part of the...
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...