TOC - Self Learning Program on Sales and Buy-in

Dr. Eliyahu M. Goldratt


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Level of TOC knowledge acquired:

Intermediate

Length:

1 hour 59 minutes

Designed for:

Executives, Managers, Consultants, Business owners, Implementers and Leaders

Topics:

Change Management/Buy-In, Management Skills and Sales

Application:

Thinking Processes

Language:

English, Spanish, Czech and Portuguese

Format:

Download and CD-Rom

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As part of the most comprehensive and holistic perspective of TOC, Dr. Goldratt presents the TOC applications to sales and buy-in.
 
Not just the sales people but every manager in every company is required to sell; to sell their products, their suggestions and decisions, to clients, bosses or their own people. Is there an effective, systematic way to sell; to overcome resistance to change?
 
You will learn how to carry out a practical step by step process to identify and overcome the various layers of resistance faced when "selling".
 
This program will show you what you should  take into account to be successful on handling reservations when presenting or being presented a product, offer, decision, suggestion or idea.
 

Note: The TOC Self Learning Program(s) license provides for use & viewing exclusively for the one person who registers the material. The license does not allow for multiple persons to use or view the program(s). For multiple viewers please consider purchasing the GSP Series for unlimited viewing.

A self learning tool for Individuals:

  • Learn an effective and systematic way to sell by identifying and overcoming layers of resistance.
  • Get the know-how of the Theory of Constraints (TOC) approach to successfully “sell” a suggestion or idea internally (buy-in), and a product or offer externally.
  • Learn an effective and systematic way to sell by identifying and overcoming layers of resistance.
  • Put into practice SIMPLE & common sense procedures IMMEDIATELY.
  • Provides answers to the questions “what to change?” and “what to change to?” to significantly IMPROVE SALES PERFORMANCE.
  • Get prepared for TOC certification
  • Acquire a comprehensive and system focused learning resource for personal development.
  • Learn at your own speed and easily review any of the material, as you need!

 

Goldratt Satellite Program
Click here to view a Free Excerpt

简体中文, English, Español, Русский, 繁體中文

TOC on Sales and Buy-In

• Which sale is more difficult?

• Resistance to change

Achieving Buy-In

• The first layer of resistance - disagreeing on the problem.

• The Tug-of-War

• The second layer of resistance - disagreeing on the direction of the solution.

• The third layer of resistance - disagreeing that the suggestion solves the problem.

• The Future Reality Tree. Presenting a solution

• Yes, but...

• The fourth layer of resistance - claiming that the solution will also lead to negative effects.

• The fifth layer of resistance - pointing to obstacles blocking or distorting the implementation of the solution.

• Layer six of resistance - unverbalized fear

Sales

• The sales person’s cloud

• Current Reality Tree of the Market

• Future Reality Tree of the Un-Refusable Offer

• A win-win solution doesn’t sell itself

• Building rapport

• Setting the stage

• Bringing the buyer to want your product

• Closing

Summary

NEW! Downloadable version:

Within 24 hours after your order is placed, you will receive a confirmation email with details to Download and Install your TOC Self Learning Program.

Working Notebooks:

The working notebooks are available for users to aid their self learning process when using the TOC-SLP

Click here to download the working notebooks in PDF format

(purchase of product and login required)

Serial Numbers:

Installing your TOC-SLPs requires Serial Numbers provided when the product was purchased.

Click here to retrieve your serial numbers anytime

(purchase of product and login required)

System Requirements:

  • Microsoft Windows
  • 32 MB of RAM minimum
  • Internet connection
  • CD-ROM Drive (for the CD-Rom version only)

Uninstall:

When formatting your hard drive, installing or upgrading the operating system, or exchanging the computer, ALWAYS make sure to UNINSTALL the TOC Self Learning Programs first, or else additional installation charges may apply.

Install/Uninstall program for CD-ROM users

To access the TOC-SLP using the CD-ROM, you must install them first. Please download the Install-Uninstall program to install or uninstall your TOC-SLP.

Please remember that for your benefit, you have up to two chances to install the TOC-SLP and that the program is for personal use ONLY. Also, every time you uninstall the program, your records will be updated and an installation chance will be added.

IMPORTANT : Before formatting the hard drive, installing or upgrading the operating system, or exchanging the computer, ALWAYS UNINSTALL the TOC-SLP first, or else additional installation charges may apply.

NOTE: This is NOT the TOC-SLP itself. This application is for installing or uninstalling your TOC-SLPs only.

Working Notebooks:

The working notebooks are available for users to aid their self learning process when using the TOC-SLP

Click here to download the working notebooks in PDF format

(purchase of product and login required)

Serial Numbers:

Installing your TOC-SLPs requires Serial Numbers provided when the product was purchased.

Click here to retrieve your serial numbers anytime

(purchase of product and login required)

System Requirements:

  • Microsoft Windows
  • 32 MB of RAM minimum
  • Internet connection
  • CD-ROM Drive (for the CD-Rom version only)

CD-Rom

Download

Language

English, Spanish, Czech, Portuguese

English, Spanish

Price

US$49.00

US$49.00

Notes:

  • The TOC Self Learning Program(s) license provides for use & viewing exclusively for the one person who registers the material. The license does not allow for multiple persons to use or view the program(s).
  • For multiple viewers please consider purchasing the GSP Series for unlimited viewing.

If you are an Academic who is part of a formal educational institution, you are welcome to participate in our Academic Program which allows the Professor/University to teach students about the Theory of Constraints (TOC) using any of the following materials:

  • The Goal movie
  • TOC Insights
  • TOC Self Learning Programs/GSP Series
  • TOC.tv

Our Academic Program offers the Professor/University an opportunity to incorporate TOC Materials, such as the The Goal movie, TOC Insights, TOC Self Learning Programs, and GSP Series, into the course curriculum in order to provide a base of knowledge about the Theory of Constraints, and/or to include cases studies and video presentations from TOC.tv in order to show specific examples of how TOC has been implemented.

Interested parties will enter an Academic License Agreement which grants the non-exclusive, nontransferable rights to utilize the material in their course(s) provided that the Academic Licensee requires each student to purchase the material as part of the required course material. Students will pay a special Academic price which is significantly reduced from the list price and is as affordable as any other required text.

Participating Professors will receive his/her own copy of the TOC materials and is granted access to and use of such materials at no cost for as long as the Academic Program is active.

The benefits of participating in an Academic programs are huge. There is no monetary investment for the Professor/University. The Professor will have access to learning material which supports their course and expands their own personal knowledge of TOC. The students will be learning about TOC with materials that provide detailed knowledge and support and deepen their understanding.

In any case, if the above is not right for your Academic needs, there are Academic discounts available for any of the above materials.

Please CONTACT US for more information on the Academic programs and/or discounts.