I found this poem on the web some time back and it has become a favorite. It is a standard slide and discussion piece in many of our sales skills training courses. It speaks to the importance of “Customer Focus” and “Engaging a Conversation about Them” – two key topics we teach. Without further adieu…
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Lean Selling
A few years ago I was introduced to Lean Manufacturing, also known as the Toyota Production System or “TPS”. One of my clients is a big proponent of Lean and they helped me on my quest to learn more. The book they recommended to me was “The Toyota Way” by Jeffrey K. Liker. Perhaps it was the latent engineer in me, but I found the book and the philosophy completely fascinating. What struck me most was how well the Lean philosophy matched the key concepts we are trying to teach in helping companies develop a corporate wide selling culture. Here are a few of the key concepts that really jumped out at me:
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