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Strategic Discipline Blog
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What’s more important, having a great system or talent?
Does choosing systems fly in the face of Jim Collins, “First Who than What” principle from Good To Great?
Can you sell your business?
The principle of Strategic Discipline consists of three disciplines, meetings, metrics, and priorities. These are the essential tools that John D Rockefeller used to build Standard Oil into the largest company in the world. They are still the essential disciplines that help your business communicate better and establish the fundamental principles to grow.
How do you get your prospects to understand the full value of your solution that you provide? As discussed in previous blogs it has nothing to do with telling them about you, rather it comes from listening and asking the right questions. The diagram below offer's Jeff Thull's Diagnostic Business Development Process. The first question the prospect needs to answer is, why do they need to change? As noted in my previous blog Are Prospects Following Your Sales Process or Theirs? - Jeff Thull as much as 40% fall into a group that don't purchase because they didn't see a problem, or weren't convinced they could change.
What's the biggest obstacle to making a sale today? Answer: Your prospect doesn't believe he has a problem, and if he does, he doesn't believe he has the capability to change. In fact 40% of all sales don't close, not because your competition won the opportunity, but because your prospect didn't see the problem or didn't believe they could change. That's right 40% of your opportunities are lost simply because your prospect didn't see the problem or wasn't convinced they could change.