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your people—do not simply want to work for exciting people. They want to work for people who have created a clearly defined structure for acting in the world. A structure through which they can test themselves and be tested. Such a structure is called a game.
“The System produces the results; your people manage the system.
When it comes to marketing, what you want is unimportant. It’s what your customer wants that matters. And what your customer wants is probably significantly different from what you think he wants.
75 percent of the buying decisions are made at the headline alone.
Demographics and psychographics are the two essential pillars supporting a successful marketing program. If you know who your customer is—demographics—you can then determine why he buys—psychographics.
A system is a set of things, actions, ideas, and information that interact with each other, and in so doing, alter other systems.
There are three kinds of systems in your business: Hard Systems, Soft Systems, and Information Systems.
THE POWER POINT SELLING PROCESS
1. The Appointment Presentation 2. The Needs Analysis Presentation 3. The Solutions Presentation
Most salespeople think that selling is “closing.” It isn’t. Selling is opening.
waits for the answer! Because the next person who speaks is going to make a purchase.
all of them are totally interdependent, rather than independent of one another.
You should know now that a man of knowledge lives by acting, not by thinking about acting, not by thinking about what he will think when he has finished acting. A man of knowledge chooses a path with heart and follows it.
most small businesses fail. And the reason is obvious. We bring our chaos with us. We don’t change. We try to change “out there.” We try to change the world by starting a small business—but we stay the same!
When you hear something, you will forget it. When you see something, you will remember it. But not until you do something, will you understand it.
