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...
In Part 1 we discussed some background on "framing" and the importance of how you present an offer. So now we are going to apply that to presenting a Theory of Constraints (TOC) Mafia Offer. During a Mafia Offer Boot Camp we create either a PowerPoint presentation...
Part 1: Some background Do people respond better to positive outcomes or getting rid of a negative? Which magazine do you think men are more likely to buy: a men’s health magazine with the cover, “Lose Your Gut Fast” or a similar magazine with the cover, “Get Six...
"Create a market offer so good, that your customers can’t refuse it and your competition can't or won't offer the same – that’s a “mafia offer”!” "A Mafia Offer is saying what you are going to do and doing what you said, when you said you would do it and backing it up...
Increase Sales Increasing sales is a sure fire way to increase your throughput and is theoretically limitless. My first question is: Are you selling all that you can now? If you are a “make to stock” company, do you ever have the case where you don’t have the product...
Last time (on Friday) we talked about offering a discount to our customers if they paid on delivery. What kind of discount could you offer to get cash back into your system faster so that you could make more money? Before you answer that question, also consider that...
It turns out that mafia offers are possible for the majority of companies. The reason that most companies don’t know that they have one or know what it is, is because they just don’t know how to develop them. If you read Dr Goldratt’s book It’s Not Luck, you read...
