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Learn secrets of persuasive selling, powerful negotiation, and effective leadership. Gain insights on decoding clients, timing sales calls, and perfecting negotiations. Elevate your career with expert strategies from renowned business success principles.
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What They Still Don’t Teach You at Harvard Business School Mark H. McCormack
What Makes a Salesman? • Know your product • See a lot of people • Ask all of them to buy • Use common sense
What Makes a SuperSalesman? • Believe on your product • Believe in yourself • Work on your timing • Develop a sense of humor • Realize that what your customer wants isn’t necessarily what he’s telling you
How to Prepare for a Sale • Why are we making the sale? • Is the proposal short enough? • What questions can I expect? • Have I established clear lines of communication and authority?
Secrets of the Information Trade • Ask questions you already know the answers to • Repeat questions at subsequent meetings • Give as much as you can afford • Consider the source • Ask for information they won’t give you
Timing Phone Calls for Maximum Impact • Learn their patterns • Find out what’s convenient • Calling people on the road • When to call to NOT get through
What to Read When You Walk Into a Room or Office • Where are you sitting? • Are you offered a coffee or drink? • What’s going on with the phones? • What’s on the wall?
Basic “Strokes” of Negotiating • Bite your tongue • Wait a minute…or longer • Be sensitive to the other guy’s point of view • Look for insights in unexpected places • Show up in person
How to get More Information than You Give • People love to talk about themselves; let them • Get them used to answering questions • Take advantage of their discomfort • Look for the hidden commitment
Situations Leading to Poor Decisions • Are you hearing what they’re saying? • Are you being swayed by groupthink? • How are the choices framed? • Have you looked beyond the nearest available data? • Are you overrating your successes?
World Class Negotiations • Avoid confrontations • Cast carefully • Check your baggage • Remember the competition • Use candor
Create the best “Culture” • Raise your hiring standards and deflate theirs • Humble your new recruit and break their bad habits • Let your future leaders get their hands dirty
Create the best “Culture” • Tell people where you’re going and reward them for getting there • Motivate them one step beyond the profit motive • Prop up a few corporate heroes to prove the culture works
Who’s Who at Your Meetings • The straight shooters • The martyrs • The poker faces • The cheerleaders • The orators
Who’s Who at Your Meetings • The devil’s advocates • The destroyers • The recliners • The statesmen
Flexing Your Humility • It makes your employees feel good • It increases an employee’s stature with outsiders • It makes you look better
How “Bosses” Add Value • Staying in touch with your expertise • Eliminating duplication • Instruction • Leading by example
How “Bosses” Add Value • Clear objectives • Praise and recognition • Error avoidance • A ruthless streak
Finders, Minders, & Binders • Finders – generate the income stream; create and find new ideas/products • Minders – caretakers making sure the idea is executed properly & makes a profit • Binders – coordinators; make the first two feel good (the Boss)
Positioning Yourself Like a Pro • Is your packaging appropriate? • Have you found your niche? • Is your position accurately presented?
Positioning Yourself Like a Pro • Are you making the right mistakes? • Do you have name recognition? • Are you riding the right horse?
Qualities of a Champion • Arnold Palmer’s honesty and integrity • Chris Evert’s mental toughness • Bjorn Borg’s stubbornness • Gary Player’s thoughtfulness • Jack Nicklaus’ maturity
4 Syndromes that can Kill a Career • The Love My Warts syndrome • The Overcompensating syndrome • The Glass-is-Half-Empty syndrome • The Hermit syndrome
10 Ways Careers get Stalled • Not knowing why you were hired • Following up too slowly • Ignoring the Peter Principle • Ignoring the Corporate Culture • Wanting to be liked by everyone
10 Ways Careers get Stalled • Failing to protect yourself from a new boss • Going public with your private thoughts • Behaving inconsistently • Blaming bad news on someone else • Asking others to do something you wouldn’t do yourself
The “I’ll do anything for you” pal The know-it-all The “I agree” boss The confidant The obsessive The strategic incompetent The articulate incompetent The 7 Most Dangerous People
Confrontation Without Tears • Timing is everything • Don’t prolong the ordeal • Contain your emotions • Watch out for innocent bystanders • Confront the good times
4 Ways to Prove You’re Worth It • Ask for what you really want, not what you think your boss will give. • Remember, the company pays for the raise, not your boss. • Outline all of your positive achievements. • Prepare a list of forthcoming goals.
Fine-Tuning a Code of Ethics • Let people off the hook. • Don’t abuse the power of omission. • Tell people when the meter is running. • Establish your ground rules and don’t waver.
Politeness Patience Thoroughness Punctuality Long-term loyalty Honesty Personal Qualities of Japanese Businessmen
Five Attributes of a Leader • They show the troops they care • The tell the troops exactly what they want • They convince the troops of rewards and punishments • They know when to attack • They share in their troops danger
Tilt the Calendar in Your Favor • Consider the Power Factor • Schedule far in advance at your peril • Leave empty blocks in your day • Mapping out the near future
Scheduling “Time Bombs” • Savor the easy tasks • Plan backward to keep you moving forward • Don’t be a time hero, or the hero’s victim • Prioritize your phone calls • The ideal “to do” list is unreadable
Writing Proposals that get Read • Keep it short. • Give them your best ideas, not all of your ideas. • Canvass your colleagues. • Create a “proposal relationship.”
Letters Likely to be Ignored • Asking the reader to do too much • No return address on the letterhead • Organized with too much logic, not enoughcare
The Communication Hierarchy • Bosses want strategic answers • Peers want tactical answers • Subordinates want technical details
Misreading Body Language • The vocal factor • The sequence factor • The time factor
Ending the Endless Conversation • “You’ll have to get me out of this conversation.” • “Let me see if I can help you get to where you seem to be going.” • “Tell me what you think we should do.”
Finding the Words that Sell • Adding just one word • When euphemisms work • Simple words for complex deals
Handle the Press on Your Terms • Don’t argue with the press • Give them as much (or more) time as they need • Keep your secrets for as long as you can • If you must talk, have a strategy
TV hosts have their own agenda, you should too Be a little paranoid Keep cool Don’t stop talking Be prepared Beware of trick questions Looking Good on Television
Where Do You Get Your Information? • Friends • CEOs • Consultants • Competitors • Media
Putting Reality into Business Plans • Too much faith in assumptions • An unrealistic absence of fear • An unrealistic view of the competition • An unrealistic faith in money • Don’t fall in love with the plan