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• 07:27, 25 August 2020 Dirkjan talk contribs created page Seven types of waste (Created page with "The seven types of waste are: # Overproduction # Transportation # Motion # Inventory # Waiting # ...")
• 07:27, 25 August 2020 Dirkjan talk contribs created page NewLessonTemplate (Created page with "<html> <b>Leader:</b> <input name=Leader type=text size="35" font-size:16px /> <br> <b>Lesson:</b> <input name=Lesson type=text size="140" font-size:16px /> <br> <b>Applicab...")
• 07:27, 25 August 2020 Dirkjan talk contribs created page Lessons (Created page with "Leadership lessons learned: Category:leadership")
• 07:27, 25 August 2020 Dirkjan talk contribs created page Lessons learned (Created page with "Type the text for 'New Tiddler' Category:leadership")
• 07:27, 25 August 2020 Dirkjan talk contribs created page Category:Leadership (Created page with "{{Category}}")
• 07:27, 25 August 2020 Dirkjan talk contribs created page Category:Ideas (Created page with "{{Category}}")
• 07:27, 25 August 2020 Dirkjan talk contribs created page Huh (Created page with "<<formTiddler <missing '>>'>NewBookTemplate>> Title of a book by Berthold Gunster, see http://www.managementboek.nl/boek/9789022994047/huh_berthold_guns...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 9: Import (Created page with "=Description= Integrate 'the enemy' into your own influence: make a hacker the head of ICT. =Effect= You loose an enemy and acquire an ally. =Timing= If you cannot beat the en...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 8: Eliminate (Created page with "=Description= Eliminate part of the reality. You can eliminate 'things' or ' thoughts' =Effect= That which does not work anymore makes place for new possibilities. The bigger...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 7: Reflect (Created page with "=Description= See possibilities, find corresponding problems =Effect= You will view the world differently. =Timing= This strategy can be used almost always. =Explanation= Goog...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 6: Focus (Created page with "=Description= Keep your goal in mind. What is really important? =Effect= Focus generates a lot of power. =Timing= If you want to achieve something =Explanation= Let go what yo...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 5: Persist (Created page with "=Description= As described 'persist' =Effect= After a while a new possibility will be visible =Timing= As long as you feel there are still possibilities and not everything has...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Category:Strategies based on work (Created page with "{{category}}")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 4: Respect (Created page with "=Description= People are not used to be taken seriously, certainly not in their extreme viewpoints. If you do take them seriously, you discover they did not intent the extreme...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 3: Enforce (Created page with "=Description= Look what works en increase this =Effect= Enforcing has the effect of a lever. Situations change. =Timing= Three situations: # In an unbalanced situation # In a...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 2: Accept (Created page with "=Description= Accept what is and see what happens =Effect= A deadlocked situation becomes a new possibility =Timing= Two situations: If reality is unchangable, if resistance i...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 1: Waiting (Created page with "=Description= Wait until a new possibility arises =Effect= After a while, tides will turn, disadvantages become advantages. A disaster becomes blessing. =Timing= Two situation...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Category:Strategies based on love (Created page with "{{category}}")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 15: Turnaround (Created page with "=Description= Invert a problem into a possibility =Effect= That what bothered you, becomes fun. A 'but' becomes a 'thanks to' a problem becomes purpose. =Timing= In a problema...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 14: Disrupt (Created page with "=Description= Change existing rules =Effect= Disrupt the existing game. Temporary anarchy. With new rules a new game is possible. =Timing= If you do not like the rules =Explan...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 13: Role switch (Created page with "=Description= Copy the behavior of the other =Effect= Disrupt a fixed behavioral pattern. People cannot play victim, child, consciousness or the boss and you do not have to pl...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 12: Expose (Created page with "=Description= Act out what you want to hide. Show what you are ashamed of, display what is not allowed to be. =Effect= Fear dissapears. =Timing= If you hide or suppress someth...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Category:Strategies based on play (Created page with "{{category}}")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 11: Temptation (Created page with "=Description= You use the desire of the other to create your own possibilities. =Effect= A loyal and consequent partner. People who do what they want to do will do this withou...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Strategy 10: Collaborate (Created page with "=Description= What does your enemy want, what you also desire =Effect= A sudden unexpected partnership =Timing= If the other wants what you want. =Explanation= Seek what you h...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Category:Page (Created page with "{{category}}")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Category:Strategies based on battle (Created page with "{{category}}")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Category:Huh (Created page with "{{Category}}")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Trial Close (Created page with "In How you make the sale a trial close is defined as an agreement trhat something has been solved. The agreement is the close. You are closing on the...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Tie-down Questions (Created page with "A tie down question settles ones and for all that a certain issue has been closed. Because you ensured that the issue is resolved to satisfcation, the customer is unlikely to...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page The path to purchase (Created page with "The path to purchase contains the following steps: Step 1: Identify needs or problem Step 2: Gather data Step 3...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page The Universal Benefits (Created page with "The following list includes very common and general benefits people are looking for: Money: * Make more money * Spend less money * Save more money * Have more money Time * Wor...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page The Tipi Questioning Pattern (Created page with "In the tipi questioning pattern, one starts withs a few Closed Questions and open up later. The focus is on getting the information you need to help the c...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page The Six Step Process for making your case (Created page with "How you make the sale includes a six step process for making your case: # '''Restate the problem''' ## Be sure to get your prospect customer to agre...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page The Sales Process (Created page with "In How you make the sale the Sales Process is defined with the following steps: <html><img src = "/static/files/MBI/Module%2016/thesalesprocess.png...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page The Problem Awareness Grid (Created page with "{| class="wikitable" ! !Problem !No Problem |- |Aware |Quadrant 1: '''Has a problem''' and '''knows they have a problem''' <br>'''@@color(green):negotiate@@''' |Quadrant 2: ''...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page The Hourglass Questioning Pattern (Created page with "The hourglass questioning pattern is mariage of the Funnel and the Tipi. The conversation begins with an op...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page The Funnel Questioning Pattern (Created page with "In the funnel questioning pattern, you start with Open Questions and narrow focus gradually to Closed Questions and clarify the topic....")
• 07:26, 25 August 2020 Dirkjan talk contribs created page The Five Pointers on Price (Created page with "In How you make the sale the following points are made with respect to price in a negotiation dialog: # '''Don't lead with price''' ## If the price...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 8, Following up for ongoing profitability (Created page with "Some analysts estimate that it costs 19 times as much to acquire a customer than it costs to keep one. Look for follow up sales but more importantly, keep contact, remain in s...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 7, Closing: it is OK to ask for the order (Created page with "In this step you may see the benefit from your work in step 1 to 6: * You prepared well and established report with the customer. * You listened carefully and learned observed...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 6, The objective is objections: dealing with resistance (Created page with "Rarely you will make your sell without any objection: "You price is too high", " Let me think about it": do not panic. An objection seldomly says no. It says: "give me more in...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 5. Making the case and presenting the solution (Created page with "In this step we aim to present our products or service in such a way that it is the best option for the customer. More than talking it is important to listen. What are the cus...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 4, Features and Benefits (Created page with "In this step you begin talking about your product(s) or service(s). You will do this in terms of its basic features but will need to translate these features to (perceived) be...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 3, Discovery (Created page with "In this step you begin to map out the customers understanding of his own problem. What problem is he/she trying to solve? You will need to figure out different aspects of the...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 2, Meet and greet (Created page with "This step in The Sales Process is where The path to purchase and the sales process meet. The consumer has done his/her preparati...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 1, Research prior to the sale (Created page with "Before visiting your customer you need to know where you stand: * What are the key strengths and benefits of the competitors product? * How do our competitors sell and how we...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Sample Sales Questions (Created page with "=Core Problem= * What problem are you trying to solve with this purchase? * Why did you decide to make this purchase now? * If this purchase solves your problem, how will thin...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Questioning for results (Created page with "In How you make the sale questioning for results mentions the technique of Differential Diagnostics that is being used by Doctors. The discovery step...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Question Families (Created page with "Examples of groups of questions you may want to explore during a sales cycle include: * Reputation / Perception (of manufacturer, sales person, product) * Price (gross and net...")

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