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Sales Warrior Lesson 6: The Changing TimesCompetitors and customers also must deal with changes in climate? They too choose their place on the ground. Like us, when they make that decision, they cannot control the passage of time and the effects of time on their operation. They, like us, have to adjust to changes of climate, and they can do so only by adjusting their position in the market, that is, on the ground.
The fact that no one can control the climate
makes change one of the salesperson's most useful tools. If the climate weren't
changing, no one would have to make different decisions about what to purchase
than they made in the past. However, since the clock is always ticking, we all
have to continually make new decisions. None of us can go back to the past. We
can only make decisions about the future, and the future is always the
undiscovered country. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
