Make the sale happen before lunch : 50 cut-to-the-chase strategies for getting the business results you want / Stephan Schiffman. 6

Revised edition of: Make it happen before lunch. ©2000. 56

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.

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