Make the Sale Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want (PAPERBACK)

Introduction

Back in 1980, I first read a book about the famous literary agent Irving “Swifty” Lazar. At that time, he was one of the most important people in all of Hollywood, and each year he threw fabulous parties, crowded with famous and wildly successful people whom he represented.

He was fortunate in his own right, of course. The reason, which became clear in the book, was that he understood the need to make things happen for him, and his philosophy has stayed with me ever since.

Some years later, I was talking to the owner of a major New York company. In the course of our sales conversation, I asked him how he had happened to start his business nearly 40 years previously. He had had a $35 truck (Yes, you read that correctly: a $35 truck!), ...