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Sales Warrior Lesson 16: RiskStrategy is not a plan. It is a process. We continually make small incremental improvements in our position with the goal of reaping rewards. Each position is a temporary stepping-stone to greater success. No single move is certain of reward, but the clear goal of every move is to obtain a reward. Sometimes that reward is better information, but since good information is the key to everything, that success is not inconsequential. The general process increases the certainty of success over time, but we must keep each step along the way affordable. We must never risk more than we can afford to lose, and we must always keep our investments as small as possible. This is the focus of chapter 2, Going to War. Not all our moves are going to be successful and reap a reward. Movements of any kind—attacks, battles, or conflict—always have a cost, but rewards are never certain. Only a percentage of our guesses about the future are going to be correct. By limiting our investments, we are limiting our risk.
Exercise: List five different times that you have invested too much in a
sales process. Cite as many different ways you have invested (time, emotion,
etc.) as you can. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
