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Sales Warrior Lesson 9: Advancing a Position

We refer to the techniques of front-line strategy as skill sets or toolkits because they include dozens of different methods that are used to together to continually improve your position.

The four steps in the Progress Cycle all have their own toolkits. The tools of listening help you gain knowledge. The tools of aiming help you see the best openings. The tools of moving help you take advantage of openings. The tools of claiming allow you to get the rewards from your new position and defend it. 

Exercise: Take the paragraph you wrote earlier describing your sales process. Map the steps in it to the Progress Cycle of listen, aim, move, claim. (Note: your process may consist of multiple progress cycles.)

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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi
The leading publishers of books based on Sun Tzu's The Art of War