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Sales Warrior Lesson 6: The Changing TimesWe use this quote to introduce Sun Tzu's frequent use of metaphor. Water is Sun Tzu's metaphor for change. In his system, water (change) comes from the climate and affects the ground, or, in sales terms, comes from changes in the business climate and affects the marketplace. Sun Tzu teaches that we cannot control the environment because it is larger than we are. We especially cannot control the change of time any more than we can slow or speed up its passage. We can only control our choice of ground or marketplace but every market has its own associated climate. When we choose a market, we also choose to work in its business climate. After philosophy, the changes in climate are the most important aspect of good front-line strategy. Front-line strategy teaches salespeople how to leverage changes in environment to their advantage. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
