Stand Up At Crunch Time

Cord Cooper’s thoughts

Dear Friends,

Cord Cooper of Investor’s Business Daily wrote some nice words about my book, Crunch Point that I thought you might benefit from. Here they are:

Stand Up At Crunch Time

Whether businesses face crises or individuals suffer setbacks, everything depends on how they respond under pressure.

They can slam into overdrive – leaping obstacles – or slam into a wall, Brian Tracy says in his latest book, “Crunch Point.”

If execution’s important in good times, he says, it’s more crucial when your mettle is tested.

To pull out of a rough patch:

Stay calm. “Lower your emotional flash point by asking questions, listening carefully and thinking only about possible solutions,” Tracy said.

When crisis hits, staying calm produces three benefits: perspective, wisdom and the ability to focus.

Take control. Accept responsibility for dealing with the problem. “Don’t dwell on the past,” Tracy said. “Focus on what can be done” now.

“People fail because they don’t think the thoughts and take the actions that will change their circumstances. People stay stuck in their failures when they blame (everyone else) for their failures. Blame immobilizes.”

Pinpoint constraints. “Determine the most important goal or objective you could attain to get yourself out of this crunch, and then identify your key constraint – the limiting factor that determines the speed at which you attain that goal,” Tracy said. “Focus on alleviating that single constraint.”

Zero in on priorities. Focus on key result areas – the 20% of activity that’ll bring 80% of results. The critical point? Keep things simple. “In a crunch or emergency, you may find yourself overwhelmed,” Tracy said. Focusing on a short list of priorities often makes the difference.

If you run a business, protect your core – your key people, customers and your unique selling proposition. “What are your most important selling avenues (and) key profit centers?” Tracy said.

Close more sales. “Practice the 100-call method,” Tracy said. “Set a target to get face to face with a hundred prospective customers in the shortest period of time possible” and employ your strongest closers – salespeople who are expert at closing deals.

Tracy says he has recommended this to clients for 25 years, and it almost always has precipitated turnarounds.

Look for ways to up sell, he says, and offer incentives for slow-paying customers to become current.

Conserve your energy. If your health nose-dives, you’ll face another hurdle, Tracy notes. During a crisis, it’s critical that you eat the right foods, exercise and get plenty of rest.

Remain ethical. “You demonstrate your true character when you’re under stress, when you face setbacks (and) reversals,” Tracy noted.

Rise to every challenge without compromising your integrity. “Act as if everyone is watching, because they are.”

Persist. “Your decision to never give up is the ultimate guarantor of your eventual success,” Tracy emphasized.

In the final analysis, there are no limits to what you can accomplish except the limits you impose on yourself.

Talk to you soon!

About Brian Tracy — Brian is recognized as the top sales training and personal success authority in the world today. He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement. Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined. You can follow him on Google+, Twitter, Facebook, Pinterest, Linkedin and Youtube.

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