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
Serial Numbers:
Installing your TOC-SLPs requires Serial Numbers provided when the product was purchased.
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
Serial Numbers:
Installing your TOC-SLPs requires Serial Numbers provided when the product was purchased.
System Requirements:
- Microsoft Windows
- 32 MB of RAM minimum
- Internet connection
- CD-ROM Drive (for the CD-Rom version only)
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.
