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…

When I speak of highly successful people, I’m not referring to people who inherited their wealth or people whose lottery ticket happened to hit.  Rather, I’m talking about people like you and me who are responsible for their own success—however each of us chooses to define success.  In doing the research for this book, whenever…

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…

Again, this step might seem obvious, but it’s one of those things that many people in selling do not do well.  Often, the tendency is to look only at this activity from a short-term perspective—to get the order.  Successful salespeople, on the other hand, take a much longer-term view of this activity.  They not only…

CHOOSING TO SUCCEED IN BUSINESS See You at the Top! 1.     Business Basics Business is all about people All people are motivated by the exact same thing—self-interest—what’s in it for me People come to work motivated to pursue their self-interest—not yours The real meaning of “touchy-feely” 2.     You Can’t Succeed in Business by Yourself You…