It's not how much it's worth, it's how
much people think it's worth.
There are objections to every proposition,
no matter how attractive.
Knowing something about your customer
is just as important as knowing everything about your
product.
Use a customer profile.
Once you attach your personality to a
proposition, people start reacting to the personality
and stop reacting to the proposition.
Don't give up. If you don't get the account
you will be in second place. Second place is the best
place to be when the guy in first stumbles.
Short notes yield long results.
Some of your suppliers could also be your
customers.
Memorize and use the customer's name.
Keep an eye on your time, not on your
watch.
If you don't have a destination, you will
never get there.
Believe in yourself even if no one else
does.
Seek role models.
Fantasize.
Let him think it's his idea.
The Tough Prospect:
"I don't know who you are."
"I don't know your company."
"I don't know what your company stands
for."
"I don't know your company's customers."
"I don't know your company's products."
"I don't know your company's reputation."
"Now - what was it you wanted to
sell me?"
Negotiation
Smile and say no until your tongue bleeds.
Send in the clones.
Hire a ringer to ask the tough questions.
There is no such thing as a sold out house,
someone else will cancel.
You are your banker's customer, his job
is to persuade you, make them do it and you will get a
better deal.
Be willing to walk away from the table
and mean it, you'll be able to go back to the table and
get even better terms.
Call Mr. Otis; accept the other's best
offer then let yourself be overruled by your supervisor.
The most important term in contracting
is honesty. The second most important term is including
the right to inspect the books.
Get it in writing, even if you write it
yourself and send him a copy.
The longer they keep you waiting the more
they want to make a deal.
He who burns his bridges better be a damn
good swimmer.
Make your decisions with your heart and
you'll wind up with heart disease; don't ignore the facts
no matter how good it sounds.
Never buy anything in a room with chandeliers.
Everything is negotiable.
The Buyer/Seller Battle
The seller's weapons: Reconnaissance,
infiltration, propaganda, shifting tactics, persistence,
pressure and ultimatum.
The buyer's weapons: Reconnaissance, time,
minor skirmishes, ambushes.
Who wins? The one with the best information,
better plan and greater skill.
Management
The most important thing a manager can
know is when to get out of the way and let your people
work.
When a person with money meets a person
with experience, the person with the experience winds
up with the money and the person with the money winds
up with the experience.
You'll always get the good news; it's
how quickly you get the bad news that counts.
Don't shoot the messenger, reward him.
Treat your suppliers the way you treat
your customers.
The time for the renaissance man was in
the renaissance.
If you are your own hatchet man you need;
exceptional intelligence, fair-mindedness, extremely high
performance standards for yourself, commitment to keep
your guard up and the ability to shed criticism like a
duck sheds water.
Little things mean everything.
How to spot a winner, they surround themselves
with winners; does he trust them, does he delegate...
The most productive time may be spent
staring at the wall.
Perfect practice makes perfect.
It isn't the people you fire that make
your life miserable, it's the people you don't.
The best way to chew someone out is to
make them sit in your chair and ask them what they would
do.
Never let anyone pick their successor.
Give more moral bolsters and you can give
fewer raises, show people you recognize and reward good
work, it doesn't have to be monetary.
All your people should be sales people.
Entrepreneurs get bored easily.
Ask an old grizzly. If you are the old
grizzly, get an older one.
Make your best people co-owners before
someone else does.
Treat your people the same way you treat
your customers.
How to be fired; prepare two envelopes,
in the first is a note that says "Blame it all on
me." in the second is a note that says "Prepare
two envelopes."
You can't solve a problem unless you admit
you have one.
If you can afford to buy your way out
of a problem, you haven't got a problem.
There is no such thing as a bad resume
because they only give one side of the story.
Don't get mad and don't get even either.
Knowing your competition is as important
as knowing your customer.
Don't be intimidated by a reputation.
Quickies
Gratitude is the least deeply felt of
all human emotions.
If you are capable of one good idea you
are capable of another.
Buy cheap cars and expensive houses, cars
depreciate, houses appreciate.
Talk to people about the things they find
interesting.
Do research, use the library.
Be proud, not humble.
There is no such thing as a bad memory,
it just takes some effort.
Don't forget where you came from, stay
in touch with your mentors.
Stay sharp by predicting the future, and
check your predictions.
If you appreciate someone, let them know
it.
It's not only who you know, it's how you
get to know them; be impressive.
If there is not enough demand for your
product, create the illusion.
The boss likes to hear you say, "I'll
take care of it." Tell him what you will do, then
do it.
Never give the same speech once.
Cash is intrinsically attractive.
For the kids
Don't plan on sticking around until they
give you a gold watch.
