An edition of Make the sale happen before lunch
(2012)
Make the sale happen before lunch
50 cut-to-the-chase strategies for getting the business results you want
by Stephan Schiffman
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Make the sale happen before lunch: 50 cut-to-the-chase strategies for getting the business results you want
2012, McGraw-Hill
in English
0071788689 9780071788687
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Table of Contents
Machine generated contents note: pt. ONE MAKE SOMETHING HAPPEN BY ... GETTING OBSESSED ABOUT THE RIGHT STUFF
Rule 1 Throw Out the Ball
Rule 2 Obsession Without Discipline Equals Chaos
Rule 3 Act Where You Want to Be, Not Where You Are
Rule 4 Focus with Specificity on Your Next Step
Rule 5 Create a Sense of Urgency
Rule 6 People Respond in Kind
Rule 7 Understand That People Communicate in Stories
Rule 8 Expect Negative Initial Responses
Rule 9 Know Where You Add Value
Rule 10 No Contact Base Is Big Enough
Rule 11 Know Your Personal Commercial
Rule 12 Lie to Your Own Brain
- So You Can Hardwire Your Best Moves
Rule 13 Accept That Genius Without Ego Is Impossible
Rule 14 Become a Virtual Employee
Rule 15 Get Redundant
- by Building Backup Plans for Contacts Who Are Depending on You
Rule 16 Plan Your Key Questions
Rule 17 Learn to Say "Next!"
Rule 18 Act Confidently on Good Ideas
Rule 19 You Win When You Lose
Contents note continued: Rule 20 Focus on Your Resources, Not Your Obstacles
Rule 21 Find Your Passion
pt. TWO MAKE SOMETHING HAPPEN BY... USING A PROCESS THAT GETS YOU TO THE NEXT STEP
Rule 22 Rewrite the Rules Whenever You Can
Rule 23 Put the Times Square Principle to Work for You
Rule 24 Make Calls for an Hour a Day
Rule 25 Know the Buy-in Process
Rule 26 Get It All Down in Black and White
Rule 27 Turn Responses Around
Rule 28 Don't Get Sidetracked
- Use the Ledge
Rule 29 Ask Why They're Not Working with You Now
Rule 30 Live Off Peak
Rule 31 Solidify Your In-Person Opening
Rule 32 Know Where You Add Value
Rule 33 Ask About the Past, the Present, and the Future
Rule 34 Ask "How" and "Why" Questions
Rule 35 Spend at Least 75 Percent of Your Time Gathering Information
Rule 36 Verify Before Recommending Anything
Rule 37 Manage Your Opportunities Effectively
Rule 38 Build Your Schedule Around the Board
Contents note continued: Rule 39 Build Your Proposal Around Core Objectives
Rule 40 Dare to Be Wrong
Rule 41 Say, "It Makes Sense to Me
- What Do You Think?"
pt. THREE MAKE SOMETHING HAPPEN BY ... TOUGHING IT OUT UNTIL YOU CATCH A BREAK
Rule 42 Beat "Bad Days" to the Punch
Rule 43 Learn to Love "No"
Rule 44 Don't React
- Respond
Rule 45 Be Willing to Walk Away
Rule 46 Use Fallbacks Effectively
Rule 47 Ride to the Rescue
Rule 48 Break the Walls of the Aquarium
Rule 49 Think Big Enough to Outlast "Defeat"
Rule 50 Failure Is a State of Mind ... Success Is a State of Action.
Edition Notes
Rev. ed. of: Make it happen before lunch. c2000.
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- Created August 1, 2012
- 5 revisions
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| November 15, 2022 | Edited by ImportBot | import existing book |
| October 9, 2020 | Edited by ImportBot | import existing book |
| September 25, 2020 | Edited by MARC Bot | import existing book |
| August 2, 2020 | Edited by ImportBot | import existing book |
| August 1, 2012 | Created by LC Bot | Imported from Library of Congress MARC record. |