 |
As the data on worker disengagement… reveal, the costs – in both human satisfaction and organizational health – are high when a workplace is a no-flow zone.
|
116 |
 |
…a number of companies… have realized that creating flow-friendly environments that help people move toward mastery can increase productivity and satisfaction at work.
|
117 |
 |
…flow, the deep sense of engagement… isn’t a nicety. It’s a necessity. We need it to survive. It is the oxygen of the soul.
|
129 |
 |
’Do you have your appointment calendar handy?’ This is a killer sales question because it leads to that previous appointment over 90 percent of the time.
|
29 |
 |
Rainmakers get buying commitments before they give selling demonstrations.
|
98 |
 |
…when a customer agrees to meet you for breakfast, he or she is making an uncommon investment of time. That investment is a positive buy signal.
|
134 |
 |
’no’ is a real decision that induces the party across the table into actually thinking about why they’ve just said ‘no.’
|
45 |
 |
A negotiation is simply an agreement between two or more parties, with all parties having the right to veto. That’s what it is. Nothing more, nothing less, nothing fancy, nothing meaningless, nothing win-win.
|
55 |
 |
If agreements result from effective decision making, the odds are very good that there will be a long-term business relationship, regardless of whether you play golf with your adversary.
|
63 |
 |
It’s… difficult to behave and act at all times in a disciplined, systematic way. But this is what you must do in order to achieve what you’re capable of.
|
98 |
