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Viable Vision: Transforming Total Sales into Net Profits by Gerald Kendall

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11

Buy-In: Overcoming the Layers of Resistance

“The more powerful a solution, the more difficult it is to sell. Win/win solutions do not sell themselves!”

Introduction

The more convinced you are of the power and benefits of your Viable Vision, the more resistance to change you will likely create. It is quite common for a CEO to struggle when trying to get the senior management team to act effectively to implement a paradigm shift. Their opposition is often well founded. Often, the words “change” and “improvement” are used interchangeably. However, while improvement demands change, change does not always bring improvement. Many studies document a high failure rate (greater than 50 percent) in achieving tangible improvement from change efforts ...

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