In a post on another thread, Jim writes: "You ... inaccurately call the constraint a resource that currently limits the output that limits the system. That...
Hi Justin You wrote: "JRM: Okay, here's my issue with the concept of 'policy constraints ..." Again, another inaccurate interpretation of what I wrote. I said...
Hi Justin I think you've hit on a very important point. I've heard Eli say that over 70% of constraints are in policies. I have experienced this myself and...
The lack of a resource - a physical constraint - points to a policy constraint. So it's very useful to think of constraint as the bottleneck resource, even...
Well done JIM - you are correct. Eli Goldratt said 'Someone who thinks he knows the answer is not open to new ideas'. He also said that behind every physical...
Hi Justin, Jim. The constraints (and CCRs) are still physical. Sometimes there are other constraints, but I have the strong impression that the distinction ...
Hi, All This may have been a thread here already. I don't know how to search and find out...but if someone recalls, then I'll search the hard way if necessary....
Hi I'd like to hear what you remember Justin and anyone else's comments. I guessing that you feel that NLP and SPIN are closing techniques and are less...
I will start by answering the question - What is the constraint and how do we find it: That my friend is the subject matter of TOC. And as Humberto rightly...
I'll relate the sales management experienced I referenced last night, then hopefully start a general thread on sales management in a later post. When I was in...
Justin When you say ... "While it was a little radical, this stuff worked." do you mean that closing rates went up? Bryan =|JRM: What actually happened is that...
Hi, Justin Your story contains many interesting lessons, I expect very dependent on the reciever. The overall message I got was that most "training" in the...
Larry wrote: "The overall message I got was that most "training" in the business environment deviates widely from what is known to work in the sports and ...
Hi All Try reverse roles. Imagine you've decided to buy a car. You've done the research, know what features you want and know what to expect to pay. You walk...
I've posted a file in the "Files" folder that outlines the changes in sales methods and management over the past 50 years. The emerging trend is that product...
Hi Justin Can you tell us what your most successful ad or promotional campaign is (or was)? What draws the crowds? What gets the business leaders to stop and...
Hi, Bryan I think I understand your point. What is the salesman to do when he knows for sure that the car you want to buy has some serious flaws, and that an...
Justin So I take it that your not in total disagreement with efforts to maximize conversion rates so long as they result in a significant increase in sales...
Hi, Jim Well, that seems to be an area that interestes you! Thanks for your thoughtful input. Can you explain the acronyms RTM and EWS? Regards, Larry Leach...
Hi Larry It aught to interest me I worked for a National Training Organisation for 21 years as did Karl and other UK TOC Associates. RTMs is at the bottom of...
Hi, Jim Thanks! I learned, and use, PBM vs. RTM: Policies, Behaviors, and Measures. While behaviors and training are most certainly not interchangable, the ...
If you've been entertaining the possibility of attending my forthcoming Chicago workshop (Oct 3), there are just 6 places remaining. If you're interested in...
Dear Justin, In our company, we are followers of TOC school of thinking. We know, now our limitation is in Sales. We were looking around and found your...
... Thanks a lot!!!! Juan Carlos =|JRM: No problems. That's why this forum is here. Just be sure to share the conclusions you reach -- and your experiences...
Juan Carlos wrote: My question is the following: If we follow the TOC process, we should: 1.- Identify the constraint (in our case, sales), 2.- Exploit (sell...
Dear Jim, I think most of us are "TOC philosophy followers" so I thought it was better not to do a too long post. On the other hand, I have read at least 5...
Hi Jaun The process of creating a Mafia Offer is not as easy as it seems. It must say something to your prospects that "stops them in their tracks". It cannot...
Hi, Juan It's Not Luck is sort of the genesis of the unrefusable offer. I suppose you have read it. I too feel unable to develop one. The made up stories are...
Hi, All I suppose this is off the topic of this group, but maybe better here than the other TOC group I subscribe to. I read "We All Fall Down" this week....
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