Because your life depends
• about having fun,
• about being so busy you don’t get anything done.
• about how big a breakfast you can buy someone else
because you’ll get it back on your expense report.
• about how many important people you mingled with
• about how many “calls” you made to prospects that
were really visits.
• about how many challenges you discovered about your
prospect and didn’t act on.
• a personal ego trip. Just ask Richard Fuld.
• a cash machine that pays its people.
• a cash machine that pays its shareholders.
• a tool that creates extraordinary value for its customers
and gets paid extremely well for it.
• done between people who trust each other implicitly.
• done between people who know how to get things
• done with precision, total commitment, and personal
humility puDng your family ﬁrst, those you work with
second, and you third.
Friend Friend Marketspace
Your Friend ‐ Where you are
Friend Friend known by your
‐ Where you can exert
Your Friend leverage‐able
Friend Friend inﬂuence
‐ Where you will
Friend’s make your living
Your through high
Your Friend’s frequency, genuine
Changing coﬀees into proposals
• “How important is “doing things beQer” inside your
company right now?”, or
• “Where does your company look for change and
innovaKon? Does it go outside for advice?”
• “Does your ﬁrm consult out for that kind of advice?”
• “What for? New Product? Re‐org? Lean?”
• “Where / how could I best direct a proposal to your
ﬁrm that could help you address these kinds of
• “We have someone you might like to speak to about
that who is a specialist in – “
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