How to Get What You Want by Helping Others Get What They Want, Part 4 of 4

Continued from last time… The second law is the Law of Over Compensation. The law says that, anyone can be reasonably successful by putting in and then getting out. But this is not enough for you. You want to enjoy extraordinary levels of success and this requires over compensation. This requires that you put in far, far more than the average person puts in. This requires that you always do more than you are paid for. The Law of Over Compensation says that your job is to always look for ways to “go the extra mile.” Remember, there are never any traffic jams on the extra mile. The retiring president of the American Chamber of Commerce once said, “Your success… Read more

How to Get What You Want by Helping Others Get What They Want, Part 3 of 4

Continued from last time… One of the most effective ways for you to get other people’s money and other people’s effort is for you to have an idea that can help them to achieve their goals faster than ever before. All great fortunes in America are started by an individual with an idea that he or she executes in such a way that others want to get involved and take advantage of. J. Van Andel and Rich DeVoss started off as two young men selling vitamins for a multi-level marketing company back in the 50’s. Then they came up with an idea. What if they could manufacture biodegradable, highly concentrated, all purpose soap that could be used in dozens of… Read more

How to Get What You Want by Helping Others Get What They Want, Part 2 of 4

A critical part of power and influence in your life and work revolves around the subject of “ownership.”? When you have something that you want to get done, you “own” the job or task. If you simply tell someone else to do all or part of the job, they may comply because they are required to, but they will not accept ownership. As far as they are concerned, if the job is done well or poorly, it is still your job. Highly effective people however, are those who have developed the ability to transfer the concept of ownership into the mind and heart of the other person. This is done by bringing the subject up in a casual way, discussing… Read more

How to Get What You Want by Helping Others Get What They Want, Part 1 of 4

Your goal in life is to be a big success, to accomplish wonderful things as you grow stronger and better with each passing day and week, and ultimately to fulfill your full potential as a person in everything you do. The good news is that there has never been a better time in all of human history for you to accomplish your goals and achieve great success than today, here, right now, wherever you live and whatever you are doing. We are entering into what many economists are calling the “Golden Age” of human history, a period of peace and prosperity that has been dreamed of through all the ages of man. And you are in the forefront. You are… Read more

The Power of Pausing

One of the most important skills of listening is simply to pause before replying. All the top salespeople ask good questions and listen carefully to the answers. One of the most important skills of listening is simply to pause before replying. When the prospect finishes talking, rather than jumping in with the first thing that you can think of, take three to five seconds to pause quietly and wait. Becoming a Master of the PauseAll excellent listeners are masters of the pause. They are comfortable with silences. When the other person finishes speaking, they take a breath, relax and smile before saying anything. They know that the pause is a key part of good communications. Three Benefits of PausingPausing before… Read more

The Acid Test of Listening

Paraphrase Your Customer’s Words The customer is only sure that you have been listening when you paraphrase what the prospect has said and feed it back in your own words. This is where the rubber meets the road in effective listening. This is where you demonstrate in no uncertain terms to the prospect that your listening has been real and sincere. This is where you show the prospect that you were paying complete attention to what he or she was saying. Paraphrasing is how you prove it. Question for Clarification When the prospect has finished explaining his or her situation to you, and you have paused, and then questioned for clarification, you paraphrase the prospects primary thoughts and concerns, and… Read more

Clarify Your Values

What are your values? What do you stand for? Decide What You Stand For What are the organizing principles of your life? What are your core beliefs? What virtues do you aspire to, and hold in high regard when you see them demonstrated by others? What will you not stand for? What would you sacrifice for, suffer for, and even die for? These are extremely important questions that are only asked by about three percent of the population, and that small minority tends to be the movers and shakers in every society.What are your values? What do you stand for? What are the organizing principles of your life? What are your core beliefs? What virtues do you aspire to, and… Read more

Selling to Today’s Customers

What is selling? In its simplest terms, selling is the process of helping a person to conclude that your product or service is of greater value to him than the price you are asking for. How Markets WorkOur market society is based on the principles of freedom and mutual benefit. Each party to a transaction only enters into it when he feels that he will be better off as a result of the transaction than he would be without it. The Three OptionsIn a free market, the customer always has three options with any purchase decision. First, the customer can buy your product or service. Second, the customer can buy the product or service from someone else. Third, the customer… Read more

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