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Sales Warrior Lesson 11: The Source of OpportunityOf course, given no clear incentive, the easiest decision for customers is always to take no action at all, especially when they feel they are saving money by not deciding. Often, the most important weakness to challenge is the weakness of taking no action, and the most important cost to clarify is the cost of taking no action. Strategy teaches that everything in the environment has both weaknesses and strengths, the topic of chapter 6. The concept is called emptiness and fullness. The emptiness, or needs, of others is a constant feature of our world, and it is an opening or opportunity for us. We need to recognize the best of those opportunities when they match our strengths or abundance against the weakness or poverty of others. Exercise: List ten different elements in sales situation that you can think about in terms of emptiness and fullness. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
