QAISER AMIN

Perfect Phrases for Presenting Business Strategies
comment after describing the strategy will vary depending
on the person you are talking to. Each section of the chapter
lists the statement of the situation and the proposed strategy
first, and then the follow-up comments appropriate to your
listeners’ outlook.
Solving a Problem
The description of the situation and statement of strategy are:
We’ve lost three distributors in the Southeast and our
customers aren’t getting the service they need. Reliant
Technologies is a regional company in the Southeast that
makes a complementary product that it distributes
through its direct sales force. Reliant is willing to handle
distribution of our product through their sales force and
I recommend we pursue that strategy.
Higher management wants to hear: Strategy will be more
that an “it’s about time solution” but instead be perceived
as a positive step forward.
Reliant has a strong reputation and market presence that
will give customers and prospects confidence that we are
dramatically increasing our customer support in the
Southeast market. The program should be effective as
Reliant stands to gain as much as we do. They will have
access to our customers to whom they are not currently
selling, and adding our line will cut down their sales and
marketing cost percentage to the industry average.
Action-oriented wants to hear: Solution can be easily and
quickly implemented.
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