Bestselling author and businessman, Harvey Mackay, wrote an excellent column dealing with risk taking and regret. According to Mr. Mackay, people rarely regret taking risks; what they do regret is not taking them sooner or not taking them at all. He goes on to say, “Afraid to try something new? Most of us are. But…
You can read it in under an hour, but it will stick with you for the rest of your career. It’s loaded with all the nuts and bolts about how to be a successful boss. Rod Collins learned his lessons the hard way but passes them on to you the easy way in this great…
Order Directly from Amazon.com The One Thing That Changes Everything – How trust affects the trajectory and outcome of our lives – both personally and professional – and what we can do to change it. Beyond “ethics”: Why personal credibility is the foundation of all trust and how to creat it. How to behave yourself…
Now available as a PDF Instant download for only $10 using any major credit card or your paypal account.
The first step in the Win-Win Negotiation process is the development of a Win-Win Plan. The essence of a Win-Win Plan answers the question: “What can I do for the person I’m about to deal with that will motivate that person to give me what I want in return?” I used to think that negotiation…
The next four chapters focus on the how-to’s of each of the four steps of the PRAM Model as they relate to successful selling. I have renamed these four steps with titles that are oriented less toward negotiation in general and oriented more toward the selling process. I renamed planning “Planning for Positive Results” in…
Several years ago, I had the opportunity to listen to a speech given by the vice-president of marketing for a large food manufacturing and distribution company. As he talked about his company’s retail cookie division, he pointed out that this segment of the company had lost money for the last three years in a row. …
As trite as it might sound, it is this activity that focuses and crystallizes the rest of the planning process. If you don’t have a firm grip on what you want to accomplish and what you are going to sell to achieve your desired results, planning is a meaningless activity. On the other hand, once…
Once the relationship is in place, the next step in the process is forming a Win-Win Agreement. In it I offer to give you what you want in exchange for your giving me what I want. What’s important to note here is that if the first two steps of the Win-Win process have been executed…