What Works

Contents

Preface

Introduction

Chapter 1 On Sales

Care

Pipeline Comes before Sales

Sales, Selling, and Getting Your People to Sell

Saying No and Walking Away

The Art of the Follow-up

The Sales Team's Role

The Tough Part of Sales

Asking

Long Sales Pitches

If They Were Sold, It Would Be Done

Decide for Them

Hold Your Position

Time to Cut the PR and Hit Them Straight

Taking Money Is Good for Them

It's Your Consideration or Theirs

Sales Is a Game of Intention

Considerations Bog Sales

Order Taker versus Salesperson

Two Comments on Sales

Additional Sales Tips

How to Fill Your Day

Causative Sales

Chapter 2 On Operations

A Note on IKEA

Fast Decisions Make Time

Excitement Fuels a Company

Can I? Yes. Should I? No.

Time Is Not Your Friend, But Speed Is an Ally

Basic Operating Basis Rules

Getting into Communication

Getting Organized

Introductions

Speed

Client Prediction

Chapter 3 On Focus

Successful Principles

Identifying the Common Denominators

Goal Attainment

Learn to Hate Butterflies

Look

Work Ethic (Hustle)

Do It Now

All Things to All People

What Does It Take?

Be Focused to Drive Statistics

Chapter 4 On Marketing

A Lesson from Red Bull

Proactive versus Reactive

Speaking Human

Communicate to Impinge

Focus on Help

Why Illusions Help Solidify Sales

Chapter 5 On Management

Increasing Production by Defining What to Do

Knowledge and Management

Contraction and Expansion

Order and Expansion

Shed Duties

People

What Makes a Group

Get Rid of Bad Apples

Remove Nonproducers off the Line

True and Accurate ...