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Sales Warrior Lesson 12: Acting on VisionAny action that you take in response to an opportunity is movement to a new position. The ideal is to take no position at all until you discover an opportunity. This eliminates the need to defend past positions that were unnecessary in the sales process. We cannot control the creation of opportunities, but we can control how we are situated to take advantage of those opportunities. Opportunities never come to us directly. We must adjust our position to take advantage of them. The techniques of moving to a new position are addressed in many chapters, but in detail in chapter 9, Armed March. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
