Be Deaf when Someone Says You Can?t!

Grant Cardone

Be deaf wften someone says you cannot do it! Be deaf wften someone says it is impossible!

Be deaf wften anyone tries to put limits on you!

For tftese people wfto make efforts to limit you and suggest tftat you cannot fulfill your dreams are dangerous people.

Tftese people ftave given up on tfteir dreams and seek to convince you to do tfte same.

And do not be confused by tftem wften tftey suggest tftat tftey are only trying to ftelp you!

Help is not wftat tftey offer.

Wftat tftey really seek to do is ftave you join tfte ranks of slaves, tfte apatftetic, and tfte ftopeless.

Be deaf to all of tftem!

Glossary

your understanding.

401(k).A retirement account to which both employee and employer contribute, taxes are deferred until withdrawal.

absolute.Positive, unquestionable, or in total.

abundance.(1) So much you can never be without, quantity;

(2) affluence, wealth.

accommodate.(1) To bring into agreement or concord;

(2) help out or serve.

accomplish.(1) Succeed, bring about by effort; (2) bring to completion; (3) to succeed or overcome something.

act.(1) The doing of a something, short for action; (2) something done with the intent of accomplishing something.

action.(1) Things done in order to get results; (2) things usually done over a period of time, in stages, or with the possibility of repetition.

adapt.Change, or to make fit (as for a specific or new use or situation), often by modification.

additional.Adding, something more, an increase.

advertising.The action of bringing something to the attention of the public. This can be done by word of mouth, signage, TV, radio, print, direct mail, publi- cations, newsletter, YouTube, video, social media, and so on.

agreed.(1) To move into the same direction of others? beliefs; (2) concede.

agreement.(1) Verbal or written contract executed and legally binding; (2) the language or instrument laying out those things agreed upon.

air.(1) The general character or sense of anything; (2) overall consensus or feeling of those in attendance.

a la carte.Each item is priced separately and decided on as separate items. Typically used in selling to build value.

alterations.The result of changing or modifying to make different without changing into something else.

Amway.A direct-selling company that uses independent contractors to market, also known as multilevel mar- keting or network marketing to promote its products. Amway was founded in 1959 by Jay Van Andel and Richard DeVos. Based in Ada, Michigan, the com- pany and family of companies reported sales growth of 15 percent, reaching $8.4 billion for the year ending

December 31, 2008, marking the company?s seventh straight year of growth. Its product lines include thou- sands of home care products.

ancillary.Supplementary.

annual.A period of a year.

apathetic.(1) Attitude of quitting or giving up; (2) having or showing little or no feeling or emotion; spiritless.

apathy.Lack of interest or concern; below bored.

arrogance.An attitude of better than, often manifested by presumptuous claims or assumptions.

assertive.Characterized by boldness or confidence, takes charge, and confident of the direction that needs to be taken.

asset.An item of value owned; or some personal quality that is a benefit to you. (i.e., His smile was an asset greater than his financial assets.)

assignments.Task given to either accomplish something or learn something.

attention.(1) What you focus on the most; (2) consideration of the needs and wants of others.

audition.A trial performance to qualify an entertainer?s ability to be right for a role.

bank collapse.Failing of a bank that causes it to close.

bank run.Occurs when a large number of bank customers withdraw their deposits at the same time because they believe the bank is, or might become, insolvent.

bankruptcy.(1) A legal action a person or company will take in order to resolve its inability to pay its creditors;

(2) a person or company who becomes insolvent.

barrage.Vigorous or rapid outpouring or projection of many things or actions at one time.

basic.The starting point.

basics.Something that is fundamental (get back to basics).

Basil King.William Benjamin Basil King (1859?1928) was a Canadian-born clergyman who became a writer after retiring from the clergy.

bend over backward.Go beyond the normal expectations in order to create a positive effect or provide extra service or make an impression.

beyond.(1) To the farther side, more, extra; (2) in addition to what is expected.

Bible.Books of the central religious text of Judaism and Christianity.

biochemical.Something to do with chemical reactions in living organisms.

biological.Study of living organisms and vital processes.

BlackBerry.A wireless handheld device introduced in 1999 as a two-way pager. In 2002, known more commonly as the smart phone. BlackBerry supports push e-mail, mobile telephone, text messaging, Internet faxing, Web browsing, and other wireless information services, as well as a multitouch interface.

blind.(1) Without sight of certain objects or knowledge of certain facts that could serve for guidance or cause bias; (2) having no knowledge of information. (i.e., like a blind test).

blip.Something relatively small or inconsequential.

block and tackle.A term used to simply state doing those simple necessary things in order to accomplish a task (comes from football terminology).

bogeyman.(1) Something that does not exist that scares people; (2) a legendary ghost-like monster.

brieftng.Giving short precise instructions or essential information.

broke.(1) To ruin financially; (2) run out of something usually money.

budget.Generally is a list of all expenses and incoming money. The purpose of a budget is to plan for saving and spending.

business downturn.A downward turn in the statistics, especially a decline in business and economic activity.

buy-in.Signifies the commitment of affected parties to ?buy in? to the decision; that is, to agree to give it support. campaign.A connected series of actions meant to bring

about a particular result.

capital.(1) Accumulated goods, in contrast to income; also the value of these accumulated goods; (2) accumulated goods devoted to the production of other valuable goods or that bring in income

chaos.A state of complete confusion.

cheerleader.A person who directs cheering and goodwill for a team, person, and so on, as they work toward a goal.

church activities.A form of organized, extracurricular recreation in a place of worship.

Circuit City.Publicly held company that sold electronics.

Failed in 2009.

circumstance.Essential and environmental factors in a situation.

cold call.A call made without introduction or advance notice, referred to as ?cold? because no introduction has been made.

community.A body of persons of common interests.

competitive.Striving consciously or unconsciously toward a goal.

conditioned.Brought or put into a specified state by a number of exact steps.

conquer.To gain mastery over something by overcoming obstacles.

contact.(noun) A person serving as a go-between, mes- senger, connection, or source of special information (business contacts).

contact.(verb) To get in communication with.

contraction.(1) The act of getting smaller; (2) reducing efforts and resources.

control.To exercise restraining or directing influence over someone or something.

counterintuitive.Contrary to what one would intuitively expect.

courage.An act that demonstrates the mental or moral strength to persevere and withstand danger, fear, or difficulty.

craft.An occupation or trade requiring manual dexterity or artistic skill.

crawftsh.A small, freshwater crustacean resembling the lobster. This is a famous food of Louisiana that is boiled and when you visit there, be sure you try it. They are delicious but very messy.

creative.Having the quality of something created rather than imitated.

critical.Of, relating to, or being a turning point or an espe- cially important juncture.

crossover.An instance of breaking into another category.

cultivate.To encourage and promote growth.

culture.The set of shared attitudes, values, and practices of a group, ethnicity, organization, or institution.

CRM (customer relationship management).Software applications that allow companies to manage every aspect of their relationship with a customer. The aim of these systems is to assist in building lasting customer relationships?to turn customer satisfaction into cus- tomer loyalty. Customer information acquired from sales, marketing, customer service, and support is captured and stored in a centralized database. The system may provide data-mining facilities that support an opportu- nity management system. It may also be integrated with other systems such as accounting and manufacturing for a truly enterprise-wide system with thousands of users.

customer satisfaction.(business term) A measure of how products and services supplied by a company meet or surpass customer expectations. It is seen as a key perfor- mance indicator within business and is part of the four perspectives of a balanced scorecard.

cycle (sales cycle).An interval of time when a sequence of events is completed.

database.A usually large collection of data organized espe- cially for rapid search and retrieval.

database management.The act of conducting or super- vising of usually a large collection of data.

data-scrubbing programs.The process of taking a data set with individually identifiable information and removing or altering the data in such a way that the usefulness of the data set is retained, but the identifica- tion of individuals contained in that data set is nearly impossible.

dazzling.To arouse admiration by an impressive display. deaf ears.Unwilling to hear or listen; not to be persuaded. deal.An arrangement for mutual advantage.

defy.To confront with strong resistance; to disregard.

degree.The relative intensity of something.

delusion.Act of misleading the mind or judgment of some- thing. (I used this in the context of misleading yourself from falsehoods?in this way, delusion is good.)

demise.A cessation of existence or of some activity.

demographics.The statistical characteristics of human populations as age or income used especially to identify markets.

denial.A psychological defense mechanism in which confron- tation with a personal problem or with reality is avoided by denying the existence of the problem or reality.

dependency.The quality or state of relying on something, or of having an addiction.

deploy.To spread out, utilize, or arrange for a deliberate purpose.

deprived.Not having enough of the necessities of life. determine.To decide conclusively (determine motives). detox.To remove a harmful poison or toxin from the body. diminish.To make less or cause to appear less.

discipline.To train or develop by instruction and exercise, especially in self-control.

differentiate.To mark or show a difference in, constitute a difference that distinguishes.

diligence.Characterized by steady, earnest, and energetic efforts.

Dillard?s.A major chain of department stores in the United States.

direct mail.Printed matter (as circulars) prepared for soliciting business or contributions and mailed directly to individuals. Typically, this refers to pro- grams where entire databases are mailed to with a particular offer.

disagreeable.Can describe a person who is able to disagree with the acceptable norm or social considerations.

dissertation.An extended, usually written, writing on a subject.

do nots.A made-up word?things you want to avoid or not do.

dollar store.A variety store that sells inexpensive items, usually with a single price point for all items in the store. Typical merchandise includes cleaning supplies, toys, and confectionary.

double down.Term from the game blackjack whereby you double your previous bet in hopes of either doubling your winnings or making up your losses.

downside.A negative aspect, worst-case scenario.

downturn.A downward turn, especially toward a decline in business and economic activity.

earn.(1) To become worthy of or entitled or suited to;

(2) to make worthy of or obtain (earn your business).

economic contraction.A shrinking or lessening relating to, or based on, the production, distribution, and con- sumption of goods and services.

economy.The structure or conditions relating to, or based on the production, distribution, and consump- tion of goods and services in a country, area, or period. A country, company, and even an individual has an economy.

effective.Producing a decided, decisive, or desired effect.

elated.Marked by high spirits, exultant.

encourage.To give help or patronage to (encourage others to do business with you).

end-all.Describes the ultimate solution.

endurance.The ability to withstand hardship or adversity; especially the ability to sustain a prolonged stressful effort or activity.

enlist.To secure the support and aid of; employ in advanc- ing an interest.

entrée.The main course of a meal in the United States.

environment.The circumstances, objects, or conditions by which one is surrounded.

erode.To cause to deteriorate or disappear as if by eating or wearing away.

exception.A case to which a rule does not apply.

exhibit.To present to view, as to show or display outwardly, especially by visible signs or actions.

expand.To increase the extent, number, volume, or scope of, enlarge (comes from spread ).

expansion.Act of increasing the extent, number, volume, or scope of something.

experience.(1) Direct observation of or participation in events as a basis of knowledge; (2) the fact of having gained knowledge through direct observation or participation. exploit.To utilize something. (Often the connotation is

to make use of something or someone in a mean or unfair way.)

extra mile.More than is usual or necessary.

fanatic.(1) Marked by excessive enthusiasm and often intense; (2) uncritical devotion.

ftnancial plan.A plan of how to stay solvent in regard to income and expenses.

ftrst quarter.The first three months of a financial year.

flier.An advertising circular.

Fortune 500.Top 500 companies in the United States based on gross sales.

freelancer.A person who acts independently without being affiliated with an organization or employer.

fuel.In this usage, I mean to ?stimulate? something ( fuel

the fires of action).

funk.To be in a collapse, or a slump.

F. W. Woolworth.A retail company that was one of the original American five-and-dime stores (often referred to as Woolworth?s). It grew to be one of the largest retail chains in the world through most of the twentieth century, but increased competition led to its decline beginning in the 1980s.

Gates, Bill.American business magnate, philanthropist, author, and chairman of Microsoft, the software com- pany he founded with Paul Allen. He is ranked con- sistently one of the world?s wealthiest people and the wealthiest overall as of March 2009. During his career at Microsoft, Gates held the positions of CEO and chief software architect, and he remains the largest individual shareholder with more than 8 percent of the common stock.

generate.To create or be the cause of a situation, action, or state of mind.

genuine.Free from hypocrisy or pretense, sincere.

goals.The end toward which effort is directed.

Google.A corporation that earns revenue from advertising related to its Internet search, e-mail, online mapping, office productivity, social networking, and video-sharing services.

Great Depression.A worldwide economic downturn start- ing in most places in 1929 and ending at different times in the 1930s or early 1940s for different countries. It was the largest and most important economic depression in the twentieth century and is used in the twenty-first century as an example of how far the world?s economy

can fall. The Great Depression originated in the United States; historians most often use as a starting date the stock market crash on October 29, 1929, known as Black Tuesday.

GDP (gross domestic product).One of the measures of national income and output for a given country?s econ- omy. It is the total value of all final goods and services produced in a particular economy?the dollar value of all goods and services produced within a country?s bor- ders in a given year. GDP can be defined in three ways, all of which are conceptually identical. First, it is equal to the total expenditures for all final goods and services produced within the country in a stipulated period of time (usually a 365-day year). Second, it is equal to the sum of the value added at every stage of production (the intermediate stages) by all the industries within a country, plus taxes, less subsidies on products, in the period. Third, it is equal to the sum of the income gen- erated by production in the country in the period?that is, compensation of employees, taxes on production, and imports less subsidies and gross operating surplus (or profits).

guarantee.An assurance for the fulfillment of a condition.

gullible.Easily duped or cheated.

hammer.To strike or drive with a force suggesting the blow of a hammer.

Heard Automotive.Founded by Bill Heard, who operated the largest Chevrolet franchise in the world?he closed all operations in 2009.

HerbaLife.Founded in 1980, a company that sells weight- loss, nutrition, and skin-care products by multilevel marketing, also known as network marketing. It has been the subject of controversy and lawsuits.

high-handed.Showing no regard for the rights or feelings of others.

high margin.A product (or service) that has larger profits.

hot stuff.Description of something or someone that is on their game.

huddle.To gather in a close pack for the sake of instilling energy or planning some action.

hungry.(1) Eager, avid (ftungry for affection); (2) strongly motivated (as by ambition).

insane.Absurd, extreme, without consideration and regard- less of the facts or beliefs of others.

instructional.The action, practice, or profession of teaching (i.e., instructional videos).

intensity.Demonstrating an extreme degree of strength, force, energy, commitment, or feeling.

invest.To involve, commit resources, or engage in some activity or study.

iPod.A brand of portable media player designed and mar- keted by Apple.

irrational.Not governed by or according to reason; without reason. This is used in the good sense of irrational. (i.e., be irrational in the level of actions you are willing to take in order to realize your dreams.)

Jesus Christ.Jesus of Nazareth, the son of Mary; source of the Christian religion.

knock off.The act of not discontinuing some activity.

know.(1) To have understanding of; (2) to have experience and confidence of something; (3) to be aware of the truth or factuality of.

knowledge.Certainty gained through experience, study of or understanding of a science, art, or technique. Information is not knowledge.

Kroc, Ray.(October 5, 1902?January 14, 1984) Took over the (at the time) small-scale McDonald?s Corporation franchise in 1954 and built it into the most successful fast food operation in the world.

lack.To be short of something.

lazy.Not inclined to activity or exertion, not energetic or vigorous, usually caused by a lack of purpose.

liability.Person, event, or action that may expose or make others subject to some usually adverse possibility.

lifestyle.The typical way of life of an individual, group, or culture.

literature.The body of writings on a particular subject. locked up.Unable to shift, fixed in some idea or belief. logical.(1) Of, relating to, involving, or being in accordance

with logic; (2): skilled in logic; (3) formally true or valid, analytic, deductive.

Lombardi, Vince.( June 11, 1913?September 3, 1970) He was the head coach of the Green Bay Packers of the NFL from 1959?1967, winning five league championships during his nine years.

long recession.A period of economic contraction that lasts longer than an average length of a recession which is about 18 months.

magnify.To enlarge in fact or in appearance.

mantra.A commonly repeated word or phrase.

market share.The percentage of the market for a product or service that a company holds or occupies.

marketing campaigns.A connected series of operations designed to promote, sell, and distribute a product or service.

marketplace.A place where there is trade or economic activity?could be a swap meet or an entire economy.

Mary Kay.A brand of skin-care cosmetics and color cosmetics sold by Mary Kay, Inc. Mary Kay World Headquarters is located in Addison, Texas, a Dallas suburb.

misnomer.Something that is incorrect or a false belief. momentum.The energy that is caused by previous actions. money.Something generally accepted as a medium of

exchange, a measure of value, or a means of payment, like currency.

motives.Something that causes a person to act, react, or respond. The reason someone may take action.

movers and shakers.People that appear to make things happen and get things done.

MLM (multilevel marketing).Also known as network marketing, a marketing strategy that compensates pro- moters of direct-selling companies not only for product sales they personally generate, but also for the sales of others they introduced to the company.

must.To not have a choice.

myth.An unfounded or false notion, something believed by many but not true.

negativity.(1) Lacking positive qualities; especially dis- agreeable; (2) marked by features of hostility, with- drawal, or pessimism that hinder or oppose constructive treatment or development; (3) promoting a person or cause by criticizing or attacking the competition.

necessity level.The magnitude of the pressure of circum- stance, something that forces an action, a requirement not a choice, urgent need or desire, in relation to some- thing else.

negotiate.To confer with another with the hopes of arriving at a settlement of some matter. (Note: While most believe that negotiate means to accept a lower price, negotiating has nothing to do with discounting the price of your product or service.)

neurochemistry.The study of the chemical makeup and activities of nerves and the like.

newsletter.A small or large publication containing news of interest chiefly to a special group.

norm.A principle considered to be a right action agreed upon by the members of a group and serving to guide, control, or regulate proper and acceptable behavior. (Just because it is the norm doesn?t mean it is correct.)

nurture.To pay attention in order to improve something.

NuSkin.An American direct-selling company that sells cosmetics, nutritional supplements, and technology ser- vices. It was founded by Nedra Dee Roney and Blake

M. Roney in 1984.

Obama, Barack.Born August 4, 1961, Obama is the 44th and current president of the United States. He is the

first African American to hold the office. Obama was the junior United States senator from Illinois.

objection.Considered to be a reason or argument presented in opposition, a feeling or expression of disapproval. (Note: Most objections are merely complaints.)

occupancy.The fact or condition of being lived in or fill- ing a space.

offset.Something that counterbalances or compensates for something else (offset the pullback).

Oil Crisis.The 1973 oil crisis started on October 15, 1973, when the members of Organization of Arab Petroleum Exporting Countries, or the OAPEC, proclaimed an oil embargo.

old school.Something from the past, not updated. This is not meant that it is wrong, but an older way of thinking that is not current.

oops.Used typically to express a mistake, goof, or dismay.

opportunities.A favorable situation of circumstances that makes for a win, a chance for advancement or progress. overtly.Out in the open, not hidden, obvious to view,

opposite of covert or ftidden.

participate.To take part; be involved as a player not a spectator.

passive.Existing or occurring without being active, open, or direct; not actively participating.

peddle.(1) To sell, promote, or offer something for sale;

(2) disseminate.

Peninsula Hotel.An ultra-luxury hotel operator based in Hong Kong. Their flagship hotel is the famous Peninsula Hong Kong.

perceive.To view or sense something.

perfect.To improve or refine or make better than it was, or the idea situation.

pinned down.Unable to move or get up.

playtime.A time for diversion or recreation.

positive.A good effect, favorable, marked by optimism.

power base.(1) The starting point for an action or under- taking where you are in favor and have some control, authority, or influence. (2) Your circle of influence: friends, family, relatives, and current customers.

price sensitive.Showing concern or sensitivity for price as a critical issue or focus.

prima donna.A vain or undisciplined person who operates as an individual and does not typically work well with the team.

problems.Those things, people, or circumstances that are sources of perplexity, distress; opposition to a solution. (Note: Problems are opportunities to improve some condition.)

produce.To create through action, intellectual or physical effort; to yield some result or product.

product.Something of value that is marketed, sold, or traded.

product line.Group of products manufactured by a firm that are closely related in use, production, and marketing requirements.

production.The total results of an individual?s, company?s, or country?s efforts.

proftt.The amount of returns resulting from the price some- thing is sold for less expenses or cost of that product.

profttable.Endeavors that result in a surplus of positive results that exceed the cost of those efforts.

programmed.Operating based on certain input or beliefs, like a robot or a computer is instilled with data to pro- duce certain answers. Humans can also be programmed. proposition.(1) An offering for consideration or accep-

tance; (2) proposal.

prosper.(1) To succeed in an enterprise or activity; (2) to win or achieve economic success.

protocol.A way of doing something or a code suggesting strict adherence or way of doing something.

psychological.Relating to the mind and behavior.

psychologists.Those that claim they study the mind and behavior. My personal experience is that these people merely judge and evaluate their clients and further confuse. They have no specific plan for improvement, tend to blame mommy and daddy for everything that is wrong with the client, and a majority of them promote medication for their clients.

psychosomatic.Symptoms caused by the mind.

public offtce.A position, elected or appointed, that exercises functions for those they are suppose to serve.

PR (public relations).The business of promoting to the public understanding for and goodwill of their person, firm, or institution.

PR campaign.A series of operations designed to bring about an awareness and attention for and goodwill toward a person, firm, or institution.

pullback.Reversal in growth, opposite of expansion.

pundit.A person who gives opinions in an authoritative manner, usually through the media.

purpose.A reason for doing something, an object or end to be attained, an intention. (Purpose is the key to motivation.)

qualify.To determine through questions what it is that best suits a client?s needs.

quantitities.The amount or numbers of something?often used in plural.

quarter.A three-month period of time.

quest.A pursuit or search for something or outcome.

quit.(1) To cease normal, expected, or necessary action;

(2) to admit defeat or to give up.

quitter.(1) One that gives up the pursuit of something or an activity; (2) especially: one who gives up too easily; defeatist.

rail.To scold in harsh or strong language.

rant.To talk in a noisy, excited way that continues on and on in a manner that is highly passionate. (See my ?You Can?t Handle the Truth? video on YouTube for a great example of ranting.)

ravings.Talk with extreme enthusiasm, also to talk irrationally probably because society makes those that are highly enthusiastic wrong.

reactivate.To make active again, reengage, or start again.

reactive.(Not in the good sense.) Occurring as an auto- matic out-of-control response to a situation. There is also the positive of acting quickly in response to some situation.

reasonable.In accordance with reason (a reasonable theory), the opposite of extreme or excessive. The way this is used in this book is reasonable is negative.

rebundled.To package an offering of related products or services in order to create more value.

recession.Period of general economic decline, defined usually as a contraction in the GDP for six months (two consecutive quarters) or longer. Marked by high unemployment, stagnant wages, and a fall in retail sales; a recession generally does not last longer than one year and is much milder than a depression.

referral.A person that has been given to you by another as someone that may have interest in your product or service.

relationship.The state of affairs existing between those who have ongoing dealings with one another.

reluctance.(1) Feeling or showing aversion, hesitation, or unwillingness to do something; (2) lack of desire to do something.

repackage.(1) To package again; (2) specifically: to put into a more efficient or attractive form.

resistance.An opposing force or condition that takes actions to stop or prevent.

response.A reply to some communication that could be in many forms, verbal, mail, e-mail, chat, even no response could be considered a response.

restrict.(1) To confine within bounds; (2) restrain.

restrictions.Conditions that restrain or limits to what you can do or think you can do.

résumé.A document that contains a summary or listing of relevant job experience and education. (Note: Don?t ever rely on a résumé without taking the time to meet the person that you want to hire you.)

revenue.Income produced by a given source.

revitalize.To give new life or vigor to something or an activity.

ridicule.Implies a deliberate, often malicious, belittling, or put down.

rocket ride.A positive experience because of actions taken that would be like rapid travel, as if in a rocket.

Rotary Club.An organization of service clubs located all over the world. It is a secular organization open to all persons regardless of race, color, creed, or political preference. There are more than 32,000 clubs and more than 1.2 million members worldwide. Members usually meet weekly for breakfast, lunch, or dinner as an oppor- tunity to organize work on their service goals.

Rules of Success.Educational program developed by Grant Cardone that states basic laws and actions required to create success and is delivered on CD or DVD.

sale.Contract involving transfer of the possession and own- ership (title) of a good or property, or the entitlement to a service, in exchange for money or value.

Sanders, Harland.Also known as Colonel Sanders, he was the founder of Kentucky Fried Chicken.

schedule.Timetable for how activities and milestone events or a person?s time are sequenced and phased over the allotted period.

Schultz, Howard.Born July 19, 1953, Schultz is an American entrepreneur best known as the chairman and CEO of Starbucks Coffee.

second money.This is related to the money that comes from a second sale.

second sale.This is a sale made after the first sale as an addition to the first purchase. This is not to be confused with the next time you will sell to someone.

selective.(1) The act of being restrictive in choice; (2) discriminating, highly specific in activity.

selling.(1) The action of building value in your product or service with the goal of having someone take owner- ship of your proposal; (2) a systematic step-by-step pro- cess of repetitive and measurable milestones, by which a salesperson relates his or her offering of a product or service. In business, ?nothing happens until someone sells something.?

sensory.Of or relating to sensation or to the senses.

service (of service).The act of serving is a helpful act, or is useful labor that does not produce immediately a tangible commodity but benefits all parties involved in some way.

shameless.Having no sense of humiliation, remorse, insensible to disgrace. (In this book I talk about being shameless as a positive quality in order to keep moving forward.)

shock.A sudden or violent mental or emotional disturbance;. shortcut.A method or means of doing something more directly and quickly than, and often not as thoroughly

as, ordinary procedure (not a good thing).

skill.(1) The ability to use one?s knowledge effectively and readily in execution or performance; (2) a learned power of doing something competently; (3) a developed aptitude or ability.

snob.(1) One who tends to rebuff, avoid, or ignore those regarded as inferior; (2) one who has an offensive air of superiority in matters of knowledge or taste.

social networking.Online communities of people who share interests and/or activities, or who are interested in exploring the interests and activities of others. Most people are just wasting time here and not uti- lizing the power to increase relationships to improve production.

social norms.A principle of action binding upon the mem- bers of a group and serving to guide, control, or regulate proper and what is considered acceptable behavior.

Social Security.Primarily refers to a social insurance pro- gram providing social protection, or protection against socially recognized conditions, including poverty, old age, disability, unemployment, and others.

socialized.Refers to the process of learning one?s culture and how to live within it (not a good thing as used in the context of this book).

society.A group of humans characterized by patterns of relationships between individuals who share a distinc- tive culture or institutions and typically beliefs.

soft economy.An economy that is lacking robust strength, stamina, and/or endurance.

solicit.To obtain by usually urgent requests or pleas.

solution.An action or process of solving a problem; solutions always result in an improvement in conditions.

spend.(1) To pay money, usually in exchange for goods or services; (2) to use a resource, such as time.

sphere of inf luence.Relating to an individual, the area in which because of relationship, authority, or reputation, has the act or power of producing an effect.

stall.To put off, hold off, divert, or delay.

standards.Something set up and established by authority as a rule for the measure of something.

stream.A steady succession (as of words or events); a con- stantly renewed or steady supply.

success.Results of attaining that which you are moving toward, a favorable or desired outcome; the attainment of wealth, favor, eminence, or some desired outcome.

sufftcient.Enough to meet the needs of a situation or a proposed end.

sum total.Total result; totality.

super-freak.An ardent enthusiast to an excessive degree; someone who goes all the way!

supplier.External entity that supplies relatively common, off-the-shelf, or standard goods or services, as opposed to a contractor or subcontractor who commonly adds specialized input to deliverables. Also called a vendor.

suppress.(1) To put down by authority or force; (2) subdue, to restrain from a usual course or action; (3) to inhibit the growth or development of.

surrounding agreement.The thinking and ideas of the group or environment around you.

survey.(1) The act of examining as to condition, situation, value, or appraise; (2) act of querying (someone) in order to collect data for the analysis of some aspect of a group or area.

survive.To remain alive or in existence, to live on, to con- tinue to function or prosper. (Most people think of surviving as just getting by, but that is not the defini- tion used here.)

swing for the fences.Baseball jargon suggesting swinging in an effort to hit a home run; in business, it means going for it in a big way.

talking head.A person who talks in front of a video camera. Ten Commandments.A list of religious and moral imperatives that, according to Judeo-Christian tradi- tion, were authored by God and given to Moses on the mountain referred to as Mount Sinai (Exodus 19:23)

or Horeb (Deuteronomy 5:2) in the form of two stone tablets.

ten times.Multiplied results by the number 10.

therein.In that particular respect (i.e., tfterein lies the problem).

Thomas Publishing Company.Thomas Publishing Com- pany, LLC, provides industrial buyers and specifiers with up-to-date product information.

thrive.To grow vigorously, flourish; to gain in wealth or possessions, prosper; to progress toward or realize a goal despite of or because of circumstances.

tight (tight schedule).Characterized by firmness or strict- ness in control or application or in attention to details.

top dog.A person, group, or thing in a position of authority, especially through victory in a hard-fought competition.

toxin.A poisonous substance that is a specific product of the metabolic activities of a living organism and is usually very unstable.

training.The act, process, or method of one who trains; the skill, knowledge, or experience acquired by one who practices and drills.

unemployment rate.Percentage of the total workforce who are unemployed and are looking for a paid job. unique.Being without a like or equal, unequaled; distinc-

tively characteristic or different from others in which you might compare.

unwavering.To not vacillate between choices, not fluctuate in opinion, allegiance, or direction.

utilize.To make use of.

value.Relative worth or importance.

value-add.Creation of a competitive advantage by bundling, combining, or packaging features and benefits that result in greater customer acceptance.

value proposition.Mix of goods and services and price and payment terms offered by a firm to its customers.

vein.Referring to finding gold where there are seen traces that will lead to the load.

vendors.Manufacturer, producer, or seller of products or services to a company.

verbalize.Express something in words.

Wachovia Bank.Based in Charlotte, North Carolina, a diversified, wholly owned financial services subsidiary

of Wells Fargo. Wachovia Corporation was purchased by Wells Fargo on December 31, 2008, and it ceased to be an independent corporation on that date.

Wal-Mart.An American public corporation that runs a chain of large discount department stores. It is the world?s largest public corporation by revenue and it is the largest private employer in the world and the third-largest util- ity or commercial employer.

warning.The act of giving advice or counsel; act of calling one?s attention to or informing.

Washington Mutual.The former owner of Washington Mutual Bank, (which was the United States? largest sav- ings and loan association). On September 25, 2008, the United States Office of Thrift Supervision (OTS) seized Washington Mutual Bank and placed it into the receiver- ship of the Federal Deposit Insurance Corporation.

wealth.Abundance of valuable material possessions or resources.

willing.Inclined to act or respond.

word of mouth.Generated from person to person regarding some experience.

World Trade Center.This is a complex in Lower Manhattan whose seven buildings were destroyed in 2001.

wow.Used to show strong feelings of pleasure or surprise or a way to describe exemplary service.

Xbox.Video game console produced by Microsoft Cor- poration. It was Microsoft?s first gaming console, and it has a service that allows players to compete online.

zombie.The walking dead or a person who resembles one.

Index

Activating/reactivating clients, 28, 37. See also Power base

referrals and, 42, 43, 76, 79,

87, 154

versus sales approach, 41, 59?60

Activities, 130, 153

positive thinking and, 167?170 scheduling of, 149, 153

example, 158?159

wasteful activities, 149?150,

156?157

Add-ons. See Second sales Advertising, 26

dependence on, 8, 26, 50, 191 during economic contraction, 50?51, 129?130, 191

marketing and, 129 public relations and, 131

versus utilizing power base, 26 American Medical Association, 164 Attitude. See also Positive

thinking; Success

being ?hungry,? 115, 117?118

versus arrogance, 125

definition of, 116?117

being productive versus being paid, 149?150

being ?unreasonable,? 18, 36,

42, 49?50, 201, 203?205

belief system and, 172 confidence and, 131, 139

creativity and, 116, 140

toward customers, 41?42, 118 expanding customer base

and, 74, 123?125, 154

discipline and, 152?153 during business cycles,

166?167

during economic downturn, 84

placebo effect, 164?165

problems and, 132 recording goals and, 169 scheduling of activities and,

self-fulfilling prophecy, 164

studies of, 164

success and, 165?166, 172

willingness and, 151

Amway, 25

Budget, 100, 123, 131.

See also Finances advertising, 26, 85, 191

of customers, 139, 141,

142, 144

versus financial plan, 179?180, 181?182

knowledge of, 177?178

Circuit City

customer satisfaction, spending on, 77

Clients, 10, 35. See also Contacts;

Customers; Power base changing criteria, 123?125

communicating with, 60,

62?63, 108, 124, 153?154

examples, 36?38, 61,

100, 110

expanding client base, 44, 123?125, 154

gaining, 13, 17, 38?39, 85, 87,

92, 144

payments by, 38?40

personal visits to, 47, 49, 53

profile of, 35, 123?124, 144

referrals, 52, 74?76, 78

repackaging for, 139?140,

142?143

retaining, 35, 42, 83

value-added propositions and, 108

Cold calls, 47, 49

Competition, 37, 50, 109

during economic downturn, 17, 189, 201

information age and, 193 Consulting

repackaging of skills, 143 Contact, methods of, 27, 29?30.

See also Contacts, examples of conversations with

versus advertising, 130?132

direct mail, 41, 130, 131

e-mail, 27, 29?30, 37, 60,

87, 130

personal visits, 27, 30, 37,

41, 47?53, 60, 63, 87, 130,

example, 51?52

phone calls, 27, 37, 60, 130

?snail? mail, 27, 30, 37, 41,

60, 130

Contacts, 27. See also Clients;

Customers; Power base examples of conversations with

activating/reactivating clients, 29?30, 36?38, 40

converting unsold customers, 61?62

personal visits, 51?52

referrals, 42, 74?75

second sales, 101

value-added proposition, 110

?wow?-ing customers, 86

fact-finding and, 60?61

following up with, 60, 63?66, 118

past clients, 35, 37

power base and, 27, 29, 60

transactions and, 40

Creativity, 116, 140

reactivating clients and, 39, 107

repackaging and, 140 Cultures

attitudes toward selling, 63, 118 Customer relationship

management (CRM), 41 Customers. See also Clients;

Contacts; Power base attitude toward, 41?42 expanding customer base, 44,

123?125, 154

small clients, 144

satisfaction, 19, 77?78

advertising and, 26, 85 buyers? goals and, 94 market share and, 83

service, 83

sophistication of, 193 Cycles

business

attitudes during, 166?167

economic, 38, 166

sales, 40, 61, 131, 192

Dillard?s

customer satisfaction, spending on, 77

Discipline

attitude and, 152?153, 169

scheduling and, 149, 152,

156, 169

taking action and, 30, 65, 213

Dollar Store, The business model, 91

Dot-com bubble, 15

Economy contraction/downturn,

4?5, 16?17, 107

(see also recession) decision making during, 139 job loss during, 4 repackaging during, 142

spending during, 4, 139

success during, 172?172

creating your own, 74?75, 116,

133, 211

job protection and, 134 cycles, 38, 166

expansion, 16?17 overlooking sales processes

during, 191 spending during,

188, 191

Education. See Skills, developing/ relearning

Electronic proposals, 41

E-mail. See Contact, methods of EPencilTM, 41

Fact-finding

contacts and, 52, 60?61 Finances

investment, 180

plan versus budget, 179?180, 181?182

planning, 180?182

monetary goals, 180

wealth creation and, 179, 181

management of, 177?178

terminology, 178?179

understanding of, 177, 179, 181

Follow-up, 18, 60, 87, 118, 130

activating/reactivating clients and, 30, 37, 41

attitude toward, 64?65 converting unsold customers,

62?66

power base and, 30

value-added proposition and, 108

Foot Locker, 172

Founding Fathers, 202, 203 Freelancers

repackaging of skills, 143

Gates, Bill, 203

GDP. See Gross domestic product General Motors

repackaging, example of, 143?144

Great Depression

Walt Disney and, 172

Gross domestic product (GDP), 16

Hamlin, John, 167 Heard Automotive

customer satisfaction, spending on, 77

Herbalife, 25

Information-Assisted SellingTM, 191?192

Internet, 41, 155

social networking and, 130 Investment, financial, 73, 92, 179.

See also Finances bundling/repackaging and, 140 during economic contraction,

financial plan and, 180?182 measure of advance and, 149 pricing and, 93

Iranian Revolution. See Oil crisis Jesus Christ, 203

Kangen Water, 25

Kaul, Kevin, 63

Kentucky Fried Chicken, 172 King, Basil, 76

King, Martin Luther, Jr., 203 Kmart

loss of market share, 116 Kroc, Ray, 172

Leads. See also Power base converting unsold leads, 62 follow up, 60, 130

Lombardi, Vince, 62

Lost sales. See Unsold customers Luck, 73?74

Lyer, Sangeeta

placebo effect, 164?165

Making contacts.

See Contacts Market America, 25

Marketing. See also Sales; Selling advertising and, 129

breaking norms and, 19, 49,

202, 204, 212?213

budgets and, 139, 141?142

demographics and, 4

during economic downturns, 129, 133, 139?141, 195

market share and, 129 pricing, 84

products and services, 39?40 spending on, 129, 135

types of, 131?132

direct, 25

multilevel, 25 Markets

competition and, 17, 77 economic contraction and,

133, 189

recovery, 17

responses to changes in, 17

Market share

acting ?unreasonable? and, 201

capturing, 13, 16, 17, 43 customer satisfaction and,

83?84

differentiating yourself, 83?84

marketing and, 129

selling and, 187

Mary Kay, 25

McDonald?s, 172 Measure of advance

financial investment and, 149 Media

negativity and, 38, 84, 167

Microsoft, 203 Money management.

See Finances; Investment, financial

Mother Teresa, 203

Negative thinking.

See Positive thinking Networking, 31, 41

Norms

breaking of, 19, 49, 204,

212?213

definition, 202

Nu Skin, 25

Obama, Barack, 204

Oil crisis, 8?9, 15

Peninsula Hotel, 86

Pentagon, 15

Personal visits. See Contact, methods of

Phone calls. See Contact, methods of

Planning. See Finances;

Investment, financial; Scheduling

Positive thinking, 4, 151, 167?170. See also Attitude

being ?hungry? and, 115, 117?118, 172

belief system and, 172 versus negative thinking, 4,

13, 17, 151, 163, 169,

171, 172

Rules of Success (program) and, 168, 169

success and, 166, 172 surveys regarding,

163?164

tips, 170?171

Power base, 25. See also Contacts activating/reactivating, 26?28,

74?75, 154

discipline and, 28

?do nots,? 30

examples, 27, 37

follow up, 30

advertising and, 26

past clients, 35, 37

smaller clients, 144

Pricing, 84

adding value, 85?86, 93?94,

107?108

repackaging and, 141,

144?145

lowering of, 91?92 business models

(see Wal-Mart; Dollar Store, The)

selling on price, 91 Products. See Marketing Profit

margins, 85, 86, 91 Propositions

versus price increases, 107 unique selling propositions, 108 value-added propositions,

93?94, 108

examples of, 93, 108?110

repackaging and, 141,

144?145

versus second sale strategy, 110?111

Public relations, 131

Quick Close technology, 142 Reason. See also Norms,

breaking of

versus being ?unreasonable,? 18, 36, 42, 49?50, 201,

203?205

versus insanity, 202

Recession definition, 16

responses to, 7, 171, 172

surviving, 15, 167, 178

value-added propositions and, 107

Referrals, 43, 52, 74?76, 78

example, 42, 74?75 Repackaging

adding value, 141, 144?145

creativity and, 140, 145 economic contraction and, 142

Résumés, 52?53

Rules of Success (program), 168, 169

Sales. See also Marketing knowledge of, 194

not making a sale, 61?62 strategy, 192

training (or sales effectiveness), 193

Sanders, Harland, 172

Scheduling, 153

activities and, 130, 149, 153

example, 158?159

discipline and, 153

during economic downturns, 156

Schultz, Howard, 203 Sears

loss of market share, 116 Second sales, 99?101, 107

definition of, 99

example of, 100?101

value-added propositions and, 108, 110?111

Selling. See Sales; Marketing

Sell to Survive, 94, 194

September 11, 2001, 15 Services. See Marketing Sinatra, Frank, 201 Skills

developing/relearning, 11, 13,

47, 187?190, 194

success, relation to, 187?189

Social networking, 41, 130

Solvency, 179?180

bankruptcy and, 180

versus profitability, 180 ?Strategy of the Week,? 172 Stuker, Tom, 75

Success

basic principles of, 10 past successes, 117 personal contacts and, 75

establishing, 47?48 power base and, 25?26 Rules of Success (program)

and, 169 support systems and,

211?212

unique propositions and, 108 work ethic and, 12, 49?50, 64,

134?135, 150

Support systems, 211?212 Surveying. See also Marketing

conducting, 153

negativity, reported effects of, 163?164

Thomas Publishing Company study by, 60

Time management.

See Scheduling Training, 38?39

virtual technology and, 141

Unemployment statistics, 4?5, 13

Unsold customers example, 61?62

follow-up, 62?66

leads, 62

Value, 91, 92, 107. See also Pricing Value-added propositions

example, 93, 108?110

follow-up, 108

pricing and, 85?86, 93?94,

107?108

repackaging and, 141, 144?145

second sales and, 108, 110?111 Van Gogh, Vincent, 192

Wal-Mart

business model, 91 Walt Disney (company)

surviving Great Depression, 172

Washington Mutual

customer satisfaction, spending on, 77

Wealth

accumulation of, 12, 177, 179

creation of, 75

attitude and, 139

financial plan and, 179?181 equity, 5

lack of, 182

Woolworth (F. W. Woolworth Company), 172

Work ethic, 49?50, 64, 134?135,

negativity and, 168

of quitters, 12

of survivors, 16?17 World Trade Center, 15 Wright Brothers, 203

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