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Sales Warrior Lesson 12: Acting on VisionWe have discussed the first two steps in the Progress Cycle, listen and aim, and a few of the techniques related to them in the previous two lessons. Now we move to movement techniques. Moving is one of the most extensive topics in the study of classical strategy because you encounter such a wide variety of situations as you try to move a sale forward. You have only two choices in strategy: defending an existing position or moving to a new position. When an opportunity presents itself, you have to move to take advantage of that opening. However, this doesn't necessarily mean that you have to abandon your old position. One of the general rules is that you abandon existing positions slowly while extending to a new position quickly. You don't have to move out of an old position until you begin to spread yourself too thinly. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
