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Conversations for Action...the power training with the secret keys to effective communication Newsletter for Success Golf and
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I found the following story which helps to highlight the first rule of Musashi and the rule that makes all others useless in Investors Business Daily: "In case you were wondering how Enron came into so much trouble, here is an explanation reputedly given by a Colorado University professor to explain it in terms his students could understand." Capitalism -- You have two cows. You sell one and buy a bull. Your herd multiplies, and the economy grows. You sell them and retire on the income. Enron Venture (Vulture) Capitalism -- You have two cows. You sell three of them to your publicly listed company, using letters of credit opened by your brother-in-law at the bank, then execute a debt/equity swap with an associated general offer so that you get all four cows back, with a tax exemption for five cows. The milk rights of the six cows are transferred via an intermediary to a Cayman Island company secretly owned by the majority shareholder who sells the rights to all seven cows back to your listed company. The annual report says the company owns eight cows, with an option on one more. Now do you see why a company with $62 billion in assets is declaring bankruptcy? It is hard to believe that the concept of honesty must be taught in every generation. That Musashi even had to write it down shows that it is important and often ignored. There are two types of honesty the one you have for your interpersonal relationships and the one you have with yourself. If you lie to yourself it is just as dishonesty as if you lie to your employer. These things start small and build. I attended a workshop over the weekend and a question that was asked was, "Describe negative occupations." Are you surprised that some people listed SALES PEOPLE. The leader even told a story of a "poor friend" who was waiting for a teaching position to start in the spring. The poor fellow had to take a job as a sales person in a car lot. All sales people are liars! This stereotype did not happen without the help of people in the profession. The question is does the dirt wash off the sales person when the stop being a sales person and become the business owner or an account executive? In a current issue of Investors Business Daily they mention how truth was important to Stanley Marcus. Why do you suppose that this paper even felt it was necessary to comment on this attribute of Mr. Marcus? It is because there are too many people in business that do not tell the truth which leads to disastrous relationships. There is a great idea in Chasing Quota, Keep your word. Keep your promises. Keep your threats. This is Walter Brown's message for a new sales manager. It is a good rule to follow and it is based upon honesty. It saves you time. When you look at my books 101 Tools or Lower Your Golf Score, you will not see a single example of a way to fudge the numbers or to take advantage of a relationship in order to win. I may not want to run one more mile in the morning, which cheats myself, but I never try to get money or service from someone that is not honest for them or myself. What does all of this have to do with Clint Eastwood? In an interview he said, "I once met Jimmy Cagney, and I asked him what was the most important lesson you could have for doing your job as an actor?" Cagney said to me, "Plant your feet and tell the truth." The RULES of Business are really simple. Read how Musashi uses only nouns and verbs to explain his rules. This is a hidden secret that is in 101 Tools and in Lower Your Golf Score. Good luck and great selling. All coaching or training programs are done either on the phone, online or in person. You chose what works for you.
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