Leadership Simplified: Doug Van Dyke

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Master of Strategy

Bent Larsen is dead. Many of you may not be familiar with Mr. Larsen, but to anyone in the chess world he was a king. A chess grand master, he hated a tie – a frequent outcome in high-level chess matches. As such, he often positioned himself in a way that could lead to victory, or possibly defeat. For many of you in sales (and we are all in sales), this “make it of break it” strategy is worth pondering. I call it “getting gutsy” or “getting someone to make a decision.” Too often, ineffective salespeople are satisfied with put offs (i.e., “send me some information,” “call me next month,” blah, blah, blah), as opposed to pressing a little bit to determine if there is real interest in their products or services. You do not have to be a jerk in order to get gutsy; you just have to be strategic and skilled.

Posted by Doug Van Dyke on 2010-09-16 at 06:38 AM
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