Whether you’re selling stuff or just trying to get the collaboration of other people, you need buy-in. Do you follow a buy-in process? As W. Edward Deming, father of the Quality Management revolution said, “If you can't describe what you are doing as a process, you...
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...
