Set Off the Alarm Clock on Yourself

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I am a great admirer of Abraham Lincoln, and one reason I am is because he came to the point so quickly. He was a master of brevity. He made the most famous address in the history of the world. The man who preceded him to the platform spoke for two hours. Then Lincoln spoke – for exactly two minutes.

Overtalking is one of the worst of all social faults.

Whenever you become conscious of talking too long – stop! “Set Off the alarm clock” on yourself. 

A salesman cannot know too much, but he can talk too much. 

I don’t mean we should be abrupt. We quickly resent the person who is abrupt; but we admire the person who is brief and to the point.

Frank Bettger

 

Like a Shepherd

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As a leader, I have always followed the principles I first saw demonstrated by the regent at the Great Place. I have always endeavored to listen to what each and every person in a discussion had to say before venturing my own opinion. Oftentimes, my own opinion will simply represent a consensus of what I heard in the discussion. I always remember the regent’s axiom: a leader, he said, is like a shepherd. He stays behind the flock, letting the most nimble go on ahead, whereupon the others follow, not realizing that all along they are being directed from behind.

Nelson Mandela

From Service

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The word “deserve” comes from tow Latin words, “de” which means “from” and “servire” which means “to serve”. Therefore, the word “deserve” means “from service”. The people who do best in our society, with few exceptions, are those who are serving other people better than someone else. Your whole focus in your career should be on serving other people better. Then you will deserve every dollar you earn.

Brian Tracy

Virtue and Generosity

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These  tales stimulated my childish imagination, and usually contained some moral lesson. I recall one my mother told us about a traveller who was approached by an old woman with terrible cataracts on her eyes. The woman asked the traveller for help, and the man averted his eyes. Then another man come along and was approached by the old woman. She asked him to clean her eyes, and even though he found the task unpleasant, he did as she asked. Then, miraculously, the scales fell from the old woman’s eyes and she became young and beautiful. The man married her and became wealthy and prosperous. It is a simple tale, but its message is an enduring one: virtue and generosity will be rewarded in ways that one cannot know.

Nelson Mandela

Witnesses

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I never had much success overcoming objections with clever comebacks. They read well in textbooks, but when I tried to use them, they only seemed to lead into an argument. I found if a hundred times more effective when I could get a direct testimony from one of my “witnesses”.

I have been inspired by reading about a few great men in history, but my biggest inspiration, and some of the best ideas I’ve ever learned, have come from the men I have done business with, and friends I have made. As I profited by their ideas, I have made a point to tell them about it. I find that people love to hear that they have helped you. 

Frank Bettger

Make Us Feel Special

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No matter where we go, we trust those with whom we are able to perceive common values or beliefs.

But when a company clearly communicates their WHY, what they believe, and we believe what they believe, then we will sometimes go to extraordinary lengths to include those products or brands in our lives. This is not because they are better, but because they becomes markers or symbols of the values and beliefs we hold dear.

We are drawn to leaders and organizations that are good at communicating what they believe. Their ability to make us feel like we belong, to make us feel special, safe and not alone is part of what gives them the ability to inspire us. Those whom we consider great leaders all have an ability to draw us close and to command our loyalty.

Simon Sinek

Producing for Consumption

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Business on a money-making basis is most insecure. It is a touch-and-go affair, moving irregular and rarely over a term of years amounting to much. It is the function of business to produce for consumption and not for money or speculation. Producing for consumption implies that the quality of the article produced will be high and that the price will be low – that the article be one which serves the people and not merely the producer.

The producer depends for his prosperity upon serving the people. He may get by for a while serving himself, it will be purely accidental, and when the people wake up to the fact that they are not being served, the end of that producer is in sight.

Being greedy for money is the surest way not to get it, but when one serves for the sake of service – for the satisfaction of doing that which one believes to be right – then money abundantly takes care of itself.

Henry Ford

Praise Your Competitors

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With me, a quarter of a century of praising competitors has proved to be a very happy and profitable way of doing business.

I’ve found that one of the quickest ways to win and hold the confidence of others is to apply the rule spoken by one of the world’s greatest diplomats, Benjamin Franklin: “I will speak ill of no man and speak all the good I know of everybody.”

So Rule Three is: Praise Your Competitors.

Frank Bettger

Keep the window open

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The key is knowing that in conducting small talk, we should be aware of the different styles at play and adapt to the person we’re talking with.

If we address someone with the wrong style, the window may close shut without nothing revealed. No connection is made.

One helpful technique I use is to try and envision myself as a mirror to the person with whom I’m speaking. What’s the cadence of their speech? How loudly do they talk? What’s their body language? By adjusting your behavior to mirror the person you are talking to, he’ll automatically feel more comfortable. This doesn’t mean, of course, that you should be disingenuous. Rather, it shows that you’re particularly sensitive to other people’s emotional temperaments. You’re just tweaking your style to ensure that the windows remain wide open.

Keith Ferrazzi

Spiritual Bearing in Strategy

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Both in fighting and in everyday life you should be determined though calm. Meet the situation without tenseness yet not recklessly, your spirit settled yet unbiased.

You must cultivate your wisdom and spirit. Polish your wisdom: learn public justice, distinguish between good and evil, study the Ways of different arts one by one.

On the battlefield, even when you are hard-pressed, you should ceaselessly research the principles of strategy so that you can develop a steady spirit.

Musashi Miyamoto