THE FRIENDSHIP FACTOR -- KEY TO ALL SUCCESS
BY BRIAN TRACY
From his book, “Personal Success”
Your success in every area of life will be based largely on the quality and quantity of relationships that you can initiate and develop over time.
The Communication Process
The ancient Greeks taught that all conversation involved three ingredients: Ethos, or the character of the speaker; Pathos, connecting with the emotions; and Logos. The logos discussed by the Greeks refers to the factual content of a message, the words used. It refers to the argument that you present on behalf of your point of view. (However, we know that the facts themselves, although they are important, are not as powerful or as influential as the emotions are.)
The Selling Process
In selling, we know that there are three parts to the process.
These are, first, establishing rapport with the prospective customer, second, identifying the problem or need that the prospective customer has and, third, presenting the solution. These are the ethos, the pathos and the logos of selling to someone.
Build Good Relationships
Your success in every area of life will be based largely on the quality and quantity of relationships that you can initiate and develop over time. In the world of business and sales today, relationships are everything. We often call this the "friendship factor." We have discovered that a person will not do business with you until he or she is convinced that you are his or her friend and are acting in his or her best interest. In other words, you cannot influence someone unless he or she likes you in some way. Of course, it's often possible for you to influence a person if he fears you, but that type of influence lasts only until the person can rearrange his situation and escape from the circumstances that enable you to have control over him.
How to Influence and Persuade Others
The way to influence people, then, is to earn their liking and respect, to appeal to the friendship factor. This requires spending time with him, caring for him and respecting him. The more time that you are willing to spend with the person, the greater will be his tendency to trust you and to feel that you are acting in his best interest. The more obvious it is that you care about the person, about what he really needs, the more likely it is that he will be open to your influence. This is even more important in your personal relationships, with your family and friends. The more that people feel you care about them, the more open they will be to your influence.
Action Exercises
First, slow down when you first meet a person in a business or sales situation. Take some time to build a relationship with him or her before you proceed to business matters.
Second, appeal to the friendship factor that underlies all good business and personal relationships. Ask questions about the person and his or her life and concerns. Listen attentively to the answers. Focus on the relationship first.
For more information on Brian Tracy, visit www.briantracy.com
Sunday, July 08, 2007
Thursday, July 05, 2007
GET IN SHAPE AT THE OFFICE WITH ONE MINUTE WORKOUTS
Sitting at a desk all day can add on the pounds and reduce your energy level.
Now you can get into shape at the office in only one minute at a time, thanks to the book "Gotta Minute? The Ultimate Guide of One Minute Workouts for Anyone, Anywhere, Anytime!," by Bonnie Nygard, M.Ed. and Bonnie Hopper, M.Ed.
Here are just a few tips to begin sculpting your new Olympian body at work:
Create ways to do more walking. Make time to walk in the morning, at midday and in the afternoon. Although five minutes would be better, one minute is still good. If you think you can’t spare a minute, or that it might look odd, find some excuses to walk. For example, instead of going to the closest bathroom, use one farther away, perhaps on a different floor. Then you can walk up and down the steps as well.
Instead of discussing something with a co-worker on the phone, walk to their office. If they are of like mind, you can even suggest that you have a walking meeting. The same can be true of your breaks, instead of sitting in a lunch room, take a walking break with a friend.
You can even walk back and forth while talking on the phone. If the cord is too short, buy a longer one. One word of caution: running or jogging in place can damage your joints, so please limit your one-minutes workouts to walking.
There are also a number of great exercises you can do while sitting to tone and stretch your body.
To stretch your pectoral (chest) muscles, simply reach your arms around the back of the chair and expand your chest.
While seated, alternately extend each leg in front of you, which works the quadriceps.
You can work your inner thighs and hips by doing a seated jumping jack motion, that is, lifting your feet in the air, spreading them apart and then back together.
When you have the chance, stand up and do push-ups against your desk or a wall. Be sure to hold your arms shoulder width apart and wear non-slip shoes.
There are lots of other quick and easy ways to keep in shape at home, in the car or at the office in Gotta Minute? The Ultimate Guide of One-Minute Workouts, so walk to your local bookstore and pick one up.
Sitting at a desk all day can add on the pounds and reduce your energy level.
Now you can get into shape at the office in only one minute at a time, thanks to the book "Gotta Minute? The Ultimate Guide of One Minute Workouts for Anyone, Anywhere, Anytime!," by Bonnie Nygard, M.Ed. and Bonnie Hopper, M.Ed.
Here are just a few tips to begin sculpting your new Olympian body at work:
Create ways to do more walking. Make time to walk in the morning, at midday and in the afternoon. Although five minutes would be better, one minute is still good. If you think you can’t spare a minute, or that it might look odd, find some excuses to walk. For example, instead of going to the closest bathroom, use one farther away, perhaps on a different floor. Then you can walk up and down the steps as well.
Instead of discussing something with a co-worker on the phone, walk to their office. If they are of like mind, you can even suggest that you have a walking meeting. The same can be true of your breaks, instead of sitting in a lunch room, take a walking break with a friend.
You can even walk back and forth while talking on the phone. If the cord is too short, buy a longer one. One word of caution: running or jogging in place can damage your joints, so please limit your one-minutes workouts to walking.
There are also a number of great exercises you can do while sitting to tone and stretch your body.
To stretch your pectoral (chest) muscles, simply reach your arms around the back of the chair and expand your chest.
While seated, alternately extend each leg in front of you, which works the quadriceps.
You can work your inner thighs and hips by doing a seated jumping jack motion, that is, lifting your feet in the air, spreading them apart and then back together.
When you have the chance, stand up and do push-ups against your desk or a wall. Be sure to hold your arms shoulder width apart and wear non-slip shoes.
There are lots of other quick and easy ways to keep in shape at home, in the car or at the office in Gotta Minute? The Ultimate Guide of One-Minute Workouts, so walk to your local bookstore and pick one up.
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