About this Presentation
This presentation describes the structure of a 4 X 4 implementation. The first four days are structured to present the TOC body of knowledge in each functional area (measures, production, supply chain, projects, human resources, sales, marketing and strategy and tactics). These are presented using the Goldratt Satellite Program, Insights, exercises, etc. In the second four days the thinking processes are used to identify what is blocking the company from achieving the Viable Vision (in four years the company net profit is equal to today’s sales). Individual clouds are structured, a generic cloud is constructed and primary and supporting injections are identified. Individual injections are identified from the generic injection; negative UDEs are presented and trimmed; obstacles to implementation are presented and trimmed. The eighth day is a buffer.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
This workshop reframes sales as a structured problem-solving process, not a persuasion exercise. The core idea is that in major sales, sellers should not lead with product features, but first build agreement around the prospect’s significant problems, their magnitude, and the direction a real solution must take.
A major takeaway is that objections in large sales are often created by the salesperson. The presentation argues that describing advantages too early or trying to close too soon triggers resistance, while stronger results come from first exposing the cost of the prospect’s current problems.
The session applies TOC thinking directly to selling by turning prospect problems into conflicts. That helps the prospect see the underlying dilemma behind multiple symptoms, understand the risks of current compromises, and recognize why partial or one-sided solutions are not enough.
It also provides a disciplined path from diagnosis to commitment: define the criteria for a good solution, show how the offer meets those criteria, capture obstacles without derailing the presentation, and convert those obstacles into specific agreed actions that move the sale forward.
Instructor(s)
Gerry Kendall
Gerald I. Kendall, PMP, Principal, TOC International, is a recognized world expert at implementing project portfolio management, company-wide strategy and Theory of Constraints (TOC). Gerald is the author of five books, including Viable Vision, and the top-selling book in the PMO and Project Portfolio Management space, Advanced Project Portfolio Management and the PMO. His latest book, Advanced Multi-Project Management, was published in November 2012. He also authored the chapters on Strategy for the Theory of Constraints Handbook and Project Portfolio Management for the American Management Association’s Handbook of Project Management, 2nd edition.