Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a database or retrieval system, without the prior written permission of the publisher. 0-07-150222-X The material in this eBook also appears in the print version of this title: 0-07-146659-2. All trademarks are trademarks of their respective owners (read all about ...)

part of the chassis. They were actually making it happen, and I wanted Charlie to see their achievements firsthand. Not only for practical guidance but also for a dose of much-needed inspiration. It's amazing how much more attainable something seems when you physically see it happening. Take the tour with Charlie and you'll see it for yourself. It's a creative little story, but you'll clearly see how it's possible to transform your business and create instant cashflow (read all about ...)

little older you realize that it's probably not polite to say, I know out loud to everyone. So as an adult we listen politely, all the while in the back of our mind saying, I know. You probably even cross your arms. Forget that mind-set: It's what you learn when you think you know everything that counts. Intelligence is the ability to draw even finer and finer distinctions on a certain subject (read all about ...)

to have a job is to get paid while doing your market research. Work for people you can learn from, in a business where you can learn as much as you can about the business you want to run in the future, about business in general, or about any subject that interests you. The Key to Success Is Laziness Here's a controversial one but I'd rather have 1 percent of 100 peoples' income than 100 percent of my own (read all about income mode)

the Business Chassis. I caught his glare of bewilderment. You know, like the chassis of a car. His expression didn't change. Let me explain. Just like the old VW chassis that were used to build the initial Porsche cars, you too can transform your business. You can stick with one that'll keep going forever, making a few dollars here and there, or you can build an amazingly powerful, superproducing, profit-yielding business (read all about ...)

towards Barry's cake shop, I tried to impress on Charlie the importance of having an open mind, of seeing the need for change, and of being brave enough to try something new. I don't know why, but it's often the least happy business owners that are the most reluctant to change. Welcome to our first classroom, Charlie, I chirped as we were greeted by Barry (read all about ...)

crazy, but very similar to that of most people in business. We set about turning his business around with the single-minded goal of using his old customers to transform his bottom line. You wouldn't believe this now, Charlie, but before I got involved with Brad and his team, the only letters I ever sent my past customers were overdue account notices, Adrian said (read all about ...)

important part, and frankly the one that made it work, was tying their commissions to the margin of the product they were selling. In effect, they would get a percentage of the margin instead of the overall sale. Do you think this made them focus on the higher-margin products? Of course, it did, and as a result, while the turnover of the business remained relatively stable, profits went north (read all about ...)

business is just a quick walk from where you are handing out the flyers. Most people dump them immediately, so again, you must reach the target market. The benefit is that you can pick and choose whom you hand the flyers to-whether it's women, young people, or a group more specific still. Hints and Tips: 1. Have an attractive person handing them out with something that adds excitement (sorry if that sounds shallow, but it's reality) (read all about return on investment course)

Rating: 3/5 Faxes These can work well, but are often seen as intrusions. Fortunately, however, if the fax is well targeted, and better still, addressed to someone (or at least a position), there's a chance it will succeed. It's really worth the time researching the person's name that should receive it. A phone follow-up makes it more effective still (read all about management benefit)

a quarterly, bimonthly, or monthly. Either way, stick to deadlines so people start expecting it. 3- To be respected you must look professional, so invest the time and money in professional layout and photography. It's better to leave out a photo than include a bad one just for the sake of it. 4 (read all about ...)

and even give the book away for free in order to get leads. Of course, it needn't be a full book-a small 10-page booklet could be enough. Hints and Tips: 1. Come up with a catchy title and then work backwards. 2. Look to get it sponsored by a big business that might buy it in bulk and then mail it to their customers (read all about ...)

none at all. 2. Use plain English and lots of colorful pictures and diagrams. 3- Don't give too much information; this will just confuse. Rating: 4/5 Offers To seal the deal, throw in something they didn't expect, something that gives them the perception that they are getting a great deal. Then place a time limit on it, which pressures them into making a decision (read all about ...)

something to someone, why change it? Write down exactly what you said, and then do that every time. And make sure your team does the same. Every customer is different, but the objective is always the same: Match the product to the buyer. You should have scripts for everything-from answering the phone to saying good-bye. Hints and Tips: 1. Have a script prepared for every situation (read all about ...)

so you know what the best seminars are. Rating: 5/5 Provide Team Incentives If you offer something truly good, your sales team will try harder. It doesn't even need to be a prize. It could just be that they get to go home three hours early. Or what about a six-pack of beer for the month's highest-selling salesperson? Make the incentive challenging to win, yet accessible to all salespeople (read all about ...)

should know the statistics: It costs six to seven times more to get a new customer than it does selling to an old one. It's no news flash, but it's true! People that do business with you represent a gold mine of opportunity. You must collect their details, get to know them, treat them as special, keep in constant contact, and regularly invite them back as members of the family (read all about ...)

to forget. For example, people will actually appreciate a note in the mail that says Just a reminder-it's been four months since your last car service. You really should come back within two weeks. I'll call within two days to arrange a time. Florists can use the idea too. By getting a list of their customers' mothers' birthdays, their spouses' mothers' birthdays, and everyone in between, they can make lots more sales (read all about ...)