insight, objective, strategy, and tactic - the trojan war as an analogy

INSIGHT-OBJECTIVE-STRATEGY-TACTIC

June 2014

Insight-Objective-Strategy-Tactic

The Trojan War

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Trojan War

•Quarrel asked which goddess was most beautiful – Hera, Aphrodite, or Athena

•No male god wanted to judge, so Zeuss picked a human shepherd - Paris, to judge.

•All three goddesses tried to bribe Paris:•Hera - offered power and ruling of Asia•Aphrodite – offered true love•Athena - offered wisdom in all battles

•Paris picked:

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Trojan War

•Aphrodite

•His prize? Pick of the love of his choice.

•His choice?

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Trojan War

•Helen - the most beautiful mortal

•She immediately fell in love with Paris (which outraged her husband Menelaus)

•Paris and Helen escaped to Paris’ hometown of Troy.

•Menelaus (and the Greek army) declared war on Troy.

•The war lasted many years because the City of Troy was strong, but Menelaus was resolute.

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Trojan War

•A clever Greek soldier Odysseus came up with the idea to make a large empty wooden horse to hold many men.

•The Greeks pretended to surrender and left Troy that night. They left the horse in Troy…

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Trojan War

•When the Trojans came out to look at the horse, a Greek soldier named Sinon, came to the soldiers and begged for mercy.

•He said the Greeks had left him behind, given up on Helen, and had returned to their country.

•He said they made the wooden horse for Athena.

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Trojan War

•The Greeks knew that the Trojans would give the horse to Athena themselves to get her blessings.

•At night the soldiers crept out of the horse and attacked the city. The Trojans, of course lost the war.

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Trojan War

What was the?

• Insight:

• Objective:

• Strategy:

• Tactic:

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Trojan War

What was the?

• Insight:

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Trojan War

What was the?

• Insight: The Trojans are opportunists and suck-ups

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Trojan War

What was the?

• Insight: The Trojans are opportunists and suck-ups

• Objective:

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Trojan War

What was the?

• Insight: The Trojans are opportunists and suck-ups

• Objective: Win back Helen

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Trojan War

What was the?

• Insight: The Trojans are opportunists and suck-ups

• Objective: Win back Helen

• Strategy:

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Trojan War

What was the?

• Insight: The Trojans are opportunists and suck-ups

• Objective: Win back Helen

• Strategy: Deceive the Trojans

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Trojan War

What was the?

• Insight: The Trojans are opportunists and suck-ups

• Objective: Win back Helen

• Strategy: Deceive the Trojans

• Tactic:

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Trojan War

What was the?

• Insight: The Trojans are opportunists and suck-ups

• Objective: Win back Helen

• Strategy: Deceive the Trojans

• Tactic: The horse

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The Challenger Sale

Find the Insight and Objective before you approach the prospect.

Educate the prospect about the Insight.

Lead to the Solution, not with it.

THANK YOU