Sumario

Tabla de Contenidos: “…Change a Business Process -- Factors to Consider -- What Delivery Model Best Suits Them -- Increase Their Investment -- The Trading Value Rule -- Chapter 9 The One-Up Obligation to Proactively Compel Change -- The State of Uncertainty in the Sales Sequence -- Certainty of Negative Consequences -- Back to Uncertainty: The Need to Change -- Certainty of Positive Outcomes -- Unaddressed Uncertainty in Legacy Sales -- Why Clients Resist Change -- Creating Certainty to Compel Change -- Our Immunity to Change -- Individual Immunities Expressed as Objections -- Urgently Pursuing Urgency -- Addressing Negative Consequences -- Bringing the Future Forward -- Chapter 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition -- The Value Continuum -- Singing Their Praises and Confessing Their Sins -- Four Models of Value -- Commodities -- Scalable Commodities -- Solutions -- Strategic Partners -- Fighting on Two Fronts -- A Choice of Two Concessions -- Buyer's Remorse -- Teaching the Models and One-Up Positioning -- Chapter 11 Being One-Up Helps Your Clients Change -- How to Be Truly Consultative -- Turn and Face the Strange -- Addressing Larger Organizational Concerns -- Individual Concerns -- How to Present and Propose Your Initiative -- Responding to Stakeholder Questions -- Chapter 12 Advice for Those Who Are Presently One-Down -- Chapter 13 The Secret Chapter -- How to Position Yourself -- How to Engage in Narrative Warfare -- How to Expose Your Client's Lack of Knowledge and Experience -- How to Control the Sales Conversation -- How to Level the Playing Field with Senior Leaders -- How to Help Your Client Avoid a Bad Decision -- How to Help Those Who Refuse to Learn -- New Beginnings -- Top Secret -- Chapter 13 The Secret Chapter -- How to Position Yourself -- How to Engage in Narrative Warfare…”

Accés Lliure

“…But not all such suprises are truly unforseeable- if you know where to look…”

Accés restringit als usuaris d'ESADE

“…Police DNA databases : are they a truly effective tool in the fight against serious national and cross-border crime?…”