I just had a call from a client who owns a make-to-order manufacturing firm (building materials) in New Zealand. Chris was agitated because he had just...
I'm considering presenting our half-day Executive Roundtable workshop in the USA in late October / early November. Please read on if you are (or will be) in...
In a process built along the lines we advocate it is critical that salespeople pursue a 'sale' at each business-development appointment. Now this sale may not...
<http://www.ballistix.com.au> <http://www.ballistix.com.au> Second US workshop announced! I'm happy to report that, with thanks to GEMKO, I will now be...
Justin In a recent conversation with a TOC associate he mentioned an idea about matching the salesman’s dialogue to the buying criteria of the buyer: Thus...
As you know, a sales opportunity is analogous to a project: a series of activities and milestones (sometimes called steps and stages). This comparison is...
Hello Juan, I just happened upon this thread ... and I realise the post is a bit old, but this is a subject of interest as I have an interest in the Jewellery...
Jim, I think it's a pretty well known tactic to understand the buyer's "process" before presenting your offer, in order to eliminate this potential. I do it...
Hey Justin I'm working with a client that sells a commodity product - wood flooring. It's sold primarily through distributors to contractors. We are working on...
Hi Jim and Justin, re: the buying decision that goes on inside a client's head, the Ballistix process is a powerful meeting generator, but it offers no actual...
My father worked for a paper converting company that sold "filler" paper -- the three hole punched, lined paper that you put in your notebook. It was a truly...
Hi Justin, Could you further explain this (or maybe better, an example), of the ... I think a better idea is to do (something like) the following: Provide the...
Interesting question, Justin. In this industry, the supply chain is fairly regional, so the bullwhip effect is minimal. But back to the original question... ...
Actually there is another difference to sell is relationships. One of the hardest factors to win NEW business is 'what does one have to do to take business...
so the answer is... find another way to compete other than price. find a way to overcome the switching costs of the prospect the fact that switching costs...
Hi Justin, and all, In my opinion one big mistake in the RRR sales is to mix the rapid and the reliable offers. The reliable offer is a normal, active ...
Hi Mark I am working with a client who manufactures and sells commodity products. One of the issues we have looked at is the relationship of Throughput / hour...
This sounds like a great idea, Karl. Will you offer a reduced price for the set?? Charlene Spoede Budd, Professor Emeritus Baylor University 199 Air Strip...
Hi Charlene The intention is to offer 'service'. This service will provide the consumer the opportunity to purchase the complementary products without have to...
Here's a potentially lethal sales process engineering error that we've made a number of times; and one that many of our subscribers have made — and are...
I'm currently putting the finishing touches on an article on sales process engineering I've agreed to provide to the publisher of a forthcoming book on TOC. It...
Hi Justin I read your paper and like the process. I have some specific questions regarding questions one of my client has; My client has been increasing...
Hi Bryan, Justin Generally I've not been able to contribute, but maybe in this case I can support and add to Justin's reply... Justin is correct is saying you...
The Team is swamped with inbound calls. There is promotional activity that is happening that keeps them very busy. We would like the constraint to be in sales....
Hi Justin In your experience, how long does it take for the promotional campaign to kick in and start generating high volumes of opportunities? I'm sure it...
Justin and Bryan, I agree partially with Justin when he says "If you haven't had any by lunchtime, then your campaign's probably a dud ..and further...
Justin, you wrote: <<It's unlikely you'll introduce your prospect to a new paradigm in a promotional campaign -- you need a whole book for that!>> Even though...
I'm about to begin a mail out campaign and I have a concern. The types of firms that hire me are over 10 million in sales. Some with 5 million will call me but...
Hi Nicos I recommend that you take a look at a video that introduces Paradigms, it is very usefully, a great ice breaker to introducing new concepts, counter...
Hi Justin OK. So I will restart my promotional campaign. I have several options and would like your opinion on which combination of strategies works best. 1)...
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