60 questions for business

8/17/2019 60 Questions for Business

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60 Quick Tips to Improve Your

Position in Life & Business

Wise Moves

(George Ludwig / CRL Publishing Group /May 2003 / 113 Pages / $12.95)

국내 미출간 세계 베스트셀러(NBS) 서비스는 (주)네오넷코리아가 해외에서 저작권자와의 저작권 계약을 통해, 영미권, 일본, 중국의 경제·경영 및 정치 서적의 베스트셀러, 스테디셀러의 핵심 내용을 간략하게

정리한 요약(Summary) 정보입니다. 저작권법에 의하여 (주)네오넷코리아의 정식인가 없이 무단전재,

무단복제 및 전송을 할 수 없으며, 모든 출판권과 전송권은 저작권자에게 있음을 알려드립니다.



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Wise Moves60 Quick Tips to Improve Your Position in Life & Business

The Big IdeaThis book on enhancing your dealings, both in life and in business, offers 20 valuabletips on improving your position in life, 20 tips on improving your position in business, and20 timeless quotes on the art of making an extraordinary life.

About the AuthorGeorge LudwigGeorge's own story begins with him being thrown out of college, and then arrested forillegal drugs. Statistically it's almost impossible to think that he would become asuccessful person in our society, but George became a top manager for the fortune 100company, Johnson and Johnson. How is it possible? Well yes, hard work, dedication,

and perseverance were involved, but even more importantly, it was his new perspectiveon life and him choosing to make 'Wise Moves' that made the impossible, possible.

George is now one of the nation's leaders in personal development training and isfounder and president of GLU, a research, training, and development firm whose clientsinclude Johnson & Johnson, Sprint, Mazda, Northwestern Mutual, Coldwell Bankers,Southwest Airlines, and many other companies.

George is also a humorous and entertaining speaker and his stories have been featuredin major newspapers and magazines such as the New York Times and Time Magazine.

I. LIFE MOVES: 20 Quick Tips to Improve Your Position in Life

1. One Is a Powerful NumberIt is enough for one person to make a miracle. Consider Elzea Bufier who lived with hisfamily in a small farm in France. When his wife and son died of sudden illness, helooked for another place he could call home. He came upon a spot that was desolate.Deciding that he wanted to make a difference in the world in his own quiet way, hebegan to plant trees. Each night after supper, Elzea selected the very best 100 acornshe had collected by day and put them in a pail of water. Every day he planted 100 trees.Some failed to sprout, while some eventually died. But even with only a smallpercentage of his efforts paying off, 10,000 new trees appeared where there had beennone before. Elzea continued to plant until the day he passed away. Eventually, theFrench Forestry Bureau set aside most of the land as a protected national forest.

2. Any Day Can Be HalloweenImagine the power of imagination each child has during Halloween. One year he isHercules, the next the President of the United States. Children and adults alike enjoyHalloween because it allows them to step out of themselves and become somebodynew. In his Peak Performance Training Workshop, George Ludwig shares a section onthe power of our beliefs. The most important core belief that controls us is the belief wehave about our identity. Whoever you are, please know that you have the power toreinvent yourself. Today can be your Halloween - the day you put on a new costume or

simply let your "real self" shine.



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3. Discipline: The Critical DenominatorThis year can be our most successful ever if we are willing to practice more disciplinethan we have ever done in our lives. Richard Shelly Taylor, in his book “The DisciplinedLife,” defines self-discipline as “the ability to regulate conduct by principle, value, and

judgment rather than by impulse, desire, high pressure or social custom.” Discipline isabout doing what is necessary, when it is necessary, whether we feel like it or not.

4. Fly Straight to Your DestinationOne of aviation‟s most critical navigation lessons is this: you must constantly monitoryour heading to stay on course. When we strive to reach personal goals, we similarlyneed to stay on course. Just as with flying, small problems with our habitual behaviorprevent us from reaching our destination. The first key is to identify which habits arenecessary. Discipline and commitment are necessary to prevent distractions frompulling us off course.

5. Get the Hunger PANG

The Japanese word kaizen means “constant and never -ending improvement.” In life,there is no pursuit more noble or important than the pursuit of self-improvement.Consider the acronym PANG, which stands for Perpetual And Never-Ending Growth.Commitment to pursuing PANG means both having a hunger for success andcontinually raising standards to attain greater success.

6. He Who Laughs, Lasts!Humor is a powerful tool for our lives, particularly during hard times. Most top executivesand achievers seem to all have a great sense of humor. Laughter is a great survival skillfor relieving tension. It may not only help us deal with work-related stress, but even helpus recover from illnesses. The act of laughing actually produces a series ofphysiological reactions that promote improved health.

7. Unhabitual Thinking: The Key to Genius“Genius means a little more than the faculty of perceiving in an unhabitual way,” saidWilliam James. Peak Performers think outside the lines or outside the box. The greatestally of mediocrity is habitual thinking.

8. Take the First Step: How to Break Through Any FearDuring a workshop, George Ludwig asked for an audience volunteer to participate in anexercise that shows one of the major keys for beating fear. Most experts agree that fearis what keeps people from venturing out to try new activities, new work ideas, newcareers, and even new relationships. Shirley, a 51-year-old, came to the stage as a

volunteer. She said her goal was to lead a healthier life and lose weight, but she knewthat her fear of physical exercise, being seen in a gym in workout clothes, etc. preventedher from achieving this. George told Shirley that she would soon be able to demonstratethat anyone can break a 1” by 12” piece of wood with their bare hands. Board breakingis a good metaphor for teaching people how to unleash their power and overcome theirfears. Shirley then listed all of her fears, related both to breaking the board and startingher physical exercise program. With much hesitation and prodding and help, Shirleysoon found herself letting go and finally breaking the board. Shirley discovered that acritical key for breaking through any fear is simply having enough faith to take that veryfirst step.

9. Peak Performers Focus on Winning

Peak Performers do not dwell on their mistakes. Great performers always find a way to



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focus on only what‟s necessary to be victorious.

10. Power Physiology: The Bold Route to Rapid ResultsDid you know that your physiology is the most powerful tool you have to instantly

change your emotional state of being and bring about new, outstanding results? If wechange our posture, breathing, muscle tension, and tonality, we instantly change ourstate. Physiology creates choices that lead to results. The reason people take drugs,drink alcohol, coffee or smoke cigarettes is because they want to indirectly change theirstate by changing their physiology.

11. Is Your Nose Growing?In the old fairy tale, Pinocchio lied so much that his nose grew to such a great lengththat he could not get through a doorway. Being honest keeps open the door of trust thatis necessary to have healthy relationships, both personal and professional.

12. How to Reach Your Goals

Remember that it takes three “A‟s” and one “C” on the imaginary report card to reachyour goals. A great Action plan, the right Attitude, an extra-high Activity level, and someoutstanding Coaching will speed us down the highway toward our goals, and put us inthe fast lane toward a great life.

13. Go Back to School, but Don‟t Forget Your Brain Whether you‟re going “back to school” officially, or continuing your self -education in theschool of life, you must not forget your brain! This obviously most important part of thebody for learning requires care that might not always be so apparent. It needs threeessentials to maximize its potential and make you a Peak Learner: exercise, rest andnutrition.

14. Fill‟er Up with Love It is important to fill up people with love. Putting in long hours of work, parenting, etc.drains your emotional tank dry. We are all designed to need frequent refueling of ouremotional tanks by family and friends so we don‟t break down on the road of life.

15. You‟ve Got to Pay the Price Knowing what we want out of life is critical, but it‟s not enough to make our dreamscome true. Longing for something is not enough to guarantee we will obtain it. When itcomes to fulfilling our dreams, there is always a price we must pay, and most of the timethat price needs to be paid “up front.”

16. Get in Flow: Create Rich Life ExperiencesFLOW usually occurs when a person faces a clear set of goals that require predictableresponses. Playing chess, playing tennis or a musical piece, weaving a rug, etc. ? alltends to induce FLOW. They all create a little self-contained universe where it ispossible to pursue the goal without questioning what should be done next. This clarity ofwhat is needed to achieve the goal tends to induce the state of optimal experience. Themore we get in FLOW, the richer our lives become.

17. Leadership 101: Integrity by ExampleIntegrity comes from congruence among thoughts, feelings, words and actions ? whenall that you are and do springs from your core values. True leaders demonstrateintegrity by example.



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18. Give a Priceless Gift: Encouraging Words Change LivesWhile actions often speak louder than words, words still have the power to change,improve and even save lives. Consider ways of giving words of encouragement tosomeone in your life ? you never know when those words will become the priceless gift

that changes a life forever.

19. You are Never too Old… to be Bold! You are never too old to set another goal or to dream a new dream. At age 65, whenmost people are content to retire, Colonel Harlan Sanders began to chase his dream. Armed with only a chicken recipe and a meager Social Security check, he started whathas become one of the most popular fast food chains in the world.

20. Find Your Own Spiritual RoadMoments of solitude ? being alone, reflecting, meditating, simply enjoying the sounds ofsilence ? are necessary to find spiritual contentment. Perhaps there is no person who isinwardly peaceful who does not carve out a little time daily for spiritual practice.

II. SALES MOVES: 20 Quick Tips to Improve

21. Fall in Love with “No” How many “no‟s” can you take? How many times have you wanted to go up andintroduce yourself to an attractive person, or a potential client at a function, then decidednot to because you didn‟t want to hear the word “no.” The next time somebody re jectsyou, give him or her a hug. Turn those “no‟s” into hugs. If you fall in love with “no,” youwill be able to handle massive rejections, and by handling massive rejection, you will beable to reach your goals.

22. The Real Pros Still ProspectProspecting is the primary fundamental of the professional salesperson. Prospectingwork drives the entire sales cycle. It leads to appointments that lead to interviews.Interviews then lead to qualified prospects, which eventually leads to sales. Somesalespeople think that prospecting are things you outgrow once you‟ve become a“veteran.” The real pros, it must be said, never stray from practicing this fundamental.

23. Don‟t Forget Your SELL Phone The key to maximizing the phone is to adhere to the following tips:

Do your homework before the call. Call for a purpose. What do you want to accomplish?

Have a positive attitude Use a script if cold-calling Keep the presentation close to 30 seconds Leave voice mail no more than once per week Carefully listen to their wants and needs Use time to build the relationship Paint pictures over the phone to better sell them Document and track all calls, contacts, appointments, etc. Incorporate and schedule regular calling in your week

24. Sell to the “C” Level If you want to win the BIG orders, you have to sell to the “C” level. That is, to decision

makers such as CEOs, CIOs, CFOs, COOs, Presidents, etc.



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25. Listen Up or Lose the BusinessJoey Ashner, a trainer from Atlanta, teaches listening using the four-step FACEtechnique:

F - Focus on the person speaking. A - Acknowledge the person speaking.C - Clarify. Make sure you understand what is being said.E - Empathize. Make them know you understand their position.

If you learn to listen better by getting some training or at least practicing in the FACElistening technique, you really will be listening up and not losing the sale.

26. Selling is Serving“Sales superstars” seem to know that the word “sell” originates from the Scandinavianroot “selzig,” which literally means “serve.” As Zig Ziglar said, “You can get everything inlife you want, if you will just help enough other people get what they want.”

27. Low-Tech Sales Tools RuleBecause effective interviewing is at the heart of selling, several fundamental, distinctlylow-tech tools are needed by the Sales Superstar: your appearance, your briefcase, ayellow legal pad and a nice pen, your client list, your calendar.

28. Use the Eight-Point Buyer ChecklistThe following acronym (BEND 4P‟s) can serve as a gr eat guide to what information iscritical to secure:

B - BELIEFS. What does the buyer believe about you, your product or service, yourcompetitor, etc?E - EVALUATION PROCESS. How will the buyer evaluate your product?N - NEEDS. What does the buyer really need?D - DESIRES. What does the buyer really want?P - PSYCHIC WOUNDS. Does the buyer have any ill will toward your company, you, or

a particular type of product or service?P - PERSONAL INTERESTS. What are the buyer‟s hobbies, his or her family life,

favorite sports, etc?P - PERSONAL MENTORS. Whom does the buyer look to for similar buying decisions?P - PERSONAL SUCCESSES. What has the buyer purchased before that gave him or

her personal win?

29. Compliments are Weapons of InfluenceGreat salespeople must learn every tool to more effectively influence their prospects.Improved skills will lead to being able to better meet the needs of those they call on.

30. Dress to SellWhile in-house dress codes may have relaxed, you can‟t afford to dress cheaply whenselling to businesspeople or higher-income customers. You will look and feel morepowerful when you‟re well dressed.

31. Get Physical: Involve the Prospect for a More Efficient PresentationWhen demonstrating the physical capabilities of products to clients during presentations,the more physical involvement you can get by the prospects, the more you can lead

them toward a feeling of ownership.



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32. Ask for Some Extra BusinessHere‟s an amazing statistic: After giving a complete presentation about the benefits oftheir product or service, more than 60% of salespeople and businesspeople never askfor the order! So always remember to ask for business and extra business ? to

cross-sell or upsell.

33. Unlock the Gatekeeper to Get More BusinessGatekeepers often seem like the enemy when trying to sell to the real decision-makers.Here are a few tips to help you remove the barriers and unlock the gatekeeper to getmore business:

Be relentlessly upbeat Politely confirm that the person you‟re trying to reach handles the areas you

want to discuss Use a “resource proclamation” that outlines what you‟re offering the customer Develop a response to the inevitable “What is this regarding?” question

Deliver your message in a confident, but not too aggressive, tone of voice.

34. Remember PAPA for your First Client MeetingP - Present a very brief, benefit-laden commercial about your company and products A - Ask about the prospect‟s past, present, and future experience in many areas P - Present a recommendation that begins, “Based on what I‟ve heard today…” A - Ask for an agreement to set up a second appointment

35. Use the Art of the Flinch in NegotiatingGreat sales negotiators know you should always flinch ? which means react with shockand surprise at a buyer‟s proposal or counter proposal. When you‟re in a clothing storeand you ask the clerk, “How much is that suit?” and they respond with “$1,500” ? youcannot respond with “That‟s not bad!” You must act as if you are having a heart attackwhen you hear the price!

36. Roller Coaster Rides: Great for Fun, Bad for SalesThe Roller Coaster Effect in sales comes from letting the sales funnel run dry. A dryfunnel leads to sales dips that leave sales people hanging on for dear life. Nine out often salespeople, when they finally do discover their funnels are empty, will prospect likecrazy to refill them. But there is always a lag for their efforts which creates the very upand down effect we need to avoid.

37. Put Your Overalls On: Good Selling is like Good Farming

For salespeople, the sales cycle is the growing season. If the salesperson can plantenough seeds, nurture and tends those seeds, and plan for possible damage, he or shecan harvest the crop at the end of the growing season without cramming.

38. Learn the Tricks of the Trade ShowHere are some tricks of the trade show to have up your sleeve:

Be prepared Have a game plan for the show Stay in the main/best hotel Be there a day early Target 10 customers

Target 10 prospects



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Be the first to arrive and the last to leave every day Read badges quickly Be brief and to the point Diagnose buyer need and obtain information before you prescribe or sell

anything Show how you solve problems Get their contact info Close for a next step with hot leads Have fun and be funny Regroup at night and plan for the next day Limit your alcohol Get a list of all the show attendees Have a great time

39. Leave „em with a Little Lagniappe Lagniappe (lan-yap) is a French word for a “little something extra or an unexpected gift.”

Give some frequently and see your sales grow.

40. How to Make More Sales with Less EffortPersonal marketing is the strategy of rarely speaking to anyone who does not alreadyknow who you are. It is applying in advance marketing techniques before you meet aprospect. It‟s simple math: The more marketing you do, the less selling effort you haveto put forth.

LIFE CHANGING QUOTES: 20 Quick Tips from the Wise

41. Oprah Winfrey“The best thing about getting older is that you can really begin to think about your calling,your passion… When I look into the future, it is so bright, it burns my eyes.”

42. William James“There is a law in psychology that if you form a picture in your mind of what you wouldlike to be, and you keep and hold that picture there long enough, you will soon becomeexactly as you had been thinking.”

43. Viktor E. Frankl“The last of the human freedoms is to choose one‟s attitude in any given set ofcircumstances.”

44. George Bernard Shaw“I want to be thoroughly used up when I die ? for the harder I work, the more I live. Irejoice in life for its own sake. Life is no „brief candle‟ to me; it is a sort of splendid torchwhich I have got hold for the moment, and I want to make it burn as brightly as possiblebefore handing it on to future generations.”

45. Walking Buffalo“Hills are always more beautiful than stone buildings, you know. Living in a city is anartificial existence. Lots of people hardly ever feel the soil under their feet, see plantsgrow except in flowerpots, or get far enough beyond the streetlight to catch theenchantment of a night sky studded with stars. When people live far from the scenes ofthe Great Spirit‟s making, it‟s easy for them to forget…”



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46. Michelangelo“The greatest danger for most of us is not that our aim is too h igh and we miss it, butthat it is too low and we reach it.”

47. Ohiyesa“Friendship is held to be the severest test of character. It is easy, we think, to be loyal tofamily and clan, whose blood is in our veins. Love between man and woman is foundedon the mating instinct and is not free from desire and self-seeking. But to have a friend,and to be true under any and all trials, is the mark of a man!”

48. Gandhi“Strength of numbers is the delight of the timid. The Valiant in spirit glory in fightingalone.”

49. Mother Theresa“There should be less talk; a preaching point is not a meeting point. What do you do

then? Take a broom and clean someone‟s house. That says enough.”

50. Marshall Foch“The most powerful weapon on earth is the human soul on fire.”

51. Pierre Teilhard de Chardin“Someday, after we have mastered the winds, the waves, the tide and gravity, we shallharness for God the energies of love. Then, for the second time in the history of theworld, man will have discovered fire.”

52. David Henri Thoreau“If a man does not keep pace with his companions, perhaps it is because he hears adifferent drummer. Let him step to the music he hears, however measured and faraway.”

53. AnonymousNEW FRIENDS AND OLD FRIENDS

Make new friends, but keep the old;Those are silver, these are gold.New-made friendships, like new wine, Age will mellow and refine.Friendships that have stood the test ?

Time will change ? are surely best;Brow may wrinkle, hair grow gray;Friendship never knows decay.For „mid old friends, tried and true,Once more we our youth renew.But old friends, alas! may die;New friends must their place supply.Cherish friendship in your breast ?New is good, but old is best;Make new friends, but keep the old;Those are silver, these are gold.



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54. Patanjali“When you are inspired by some great purpose, some extraordinary project, all yourthoughts break their bonds; your mind transcends limitations, your consciousnessexpands in every direction, and you find yourself in a new, great and wonderful world.

Dormant forces, faculties and talents become alive, and you discover yourself to be agreater person by far than you ever dreamed yourself to be.”

55. John F. Kennedy“The problems of the world cannot be solved by skeptics or cynics whose horizons arelimited to obvious realities. We need men and women who can dream of things thatnever were.”

56. Leonardo da Vinci“Every now and then go away, have a little relaxation, for when you come back to yourwork your judgment will be surer; since to remain constantly at work will cause you tolose power of judgment…”

57. Robert Frost “Two roads diverged in a wood, and I ? I took the one less traveled by,and that has made all the difference.”

58. Orison Swett Marden “Deep within man dwell those slumbering powers;powers that would astonish him, that he neverdreamed of possessing; forces that would revolutionizehis life if aroused and put into action.”

59. Ziz Ziglar and Bryant S. Hinckley“You can get everything in life you want if you just help enough other people get whatthey want.” ? Zig Ziglar

“Service is the virtue that distinguished the great of all times and which they will beremembered by. It places a mark of nobility upon its disciples. It is the dividing linewhich separates the two great groups of the world ? those who help and those whohinder, those who lift and those who lean, those who contribute and those who onlyconsume. How much better it is to give than to receive? Service in any form is comelyand beautiful. To give encouragement, to impart sympathy, to show interest, to banishfear, to build self-confidence and awaken hope in the hearts of others, in short ? to love

them and to show it ? is to render the most precious service.”

60. George Ludwig“I have come to believe that an unopened gift is a tragedy. Every human being is bornwith unique gifts, but, unbelievably, most people never open theirs. My mission in life isto help people take the wraps off and see what they‟re really capable of.”

* * *[세계 베스트셀러(NBS) 서비스는 영문의 경제·경영 및 정치 서적의 베스트셀러, 스테디셀러의 핵심 내용을 략하게 정리한

요약(Summary) 서비스입니다. 영문 서비스는 단순히 서적을 소개하거나 광고를 위한 Book Review 아니라 세계의

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60 questions for business

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