Determine Your Values SINCE TIME MANAGEMENT is really life management, improving your personal productivity begins with an exam- ination of your values. One of Murphy’s Laws says that before you do anything, you have to do something else first. It’s not possible to manage your time properly unless you know exactly what your values are....

The Psychology of Time Management HOW YOU THINK and feel about yourself largely determines the quality of your life, and the emotional core of your personality is your self-esteem, defined as “how much you like yourself.” Your self-esteem is largely determined by the way you use your life and time in the development of your...

The Successful Negotiator WHAT ARE the marks of a successful negotiator and how can you tell if you are one? If you observe successful negotiators, you will find several common characteristics and practices. First, they view negotiating as a lifelong process; it is never-ending. They see all of life as a process of compromising and...

Negotiations Are Never Final NEGOTIATION SHOULD be seen as an ongoing process. No negotiation is ever final. If you get new information that changes your perspective on the situation, go back and ask to reopen the negotiation. We talked before about the “Chinese contract.” If you are negotiating with another party with whom you intend...

The Walk-Away Method THIS IS ONE of the most powerful tools in negotiation. In fact, you should never enter into a serious negotiation unless you are prepared to walk away if you do not achieve your most important goals in a transaction. Previously, we talked about the importance of developing options (Chapter Twelve) and finding...

Price Negotiating Tactics IN CHAPTER THREE, we talked about two types of negotiation: the short-term, onetime negotiation and the long-term business negotiation. In the short-term negotiation, your job is to get the very best price and terms at this moment, without concern for whether you will ever see or work with this person again. There...

Persuasion by Social Proof ONE OF THE most powerful influences on thinking is what other people “like me” have done in a similar situation. We are inordinately influenced by the behaviors of other people with whom we identify and to whom we relate. Keeping Up with the Joneses I remember a door-to-door magazine saleswoman coming...

Discipline Salespeople Effectively One of your primary goals as the sales manager is to create a peak performance sales team. This is only possible when your salespeople perform at the highest levels possible, which requires discipline. The best athletes, and the best players on your team, are the ones who most enjoy and appreciate the...

Brainstorm for Sales Improvements One of your key jobs as a sales manager is to release the full potential of each person that reports to you. As it happens, salespeople usually have an enormous reserve of potential that is seldom used and that can be released to increase sales results. Brainstorming for sales improvements is...

Use the CANEI Method Canei (continuous and never-ending improvement) as a philosophy is the driving force behind the most successful and profitable companies in the world today. It should be your philosophy as well. With CANEI, you continually look for ways to improve every part of your performance, from the selection of salespeople through every...