I felt the need to write a part two on this one because there are so many valuable insights that I want to share with all of you and I couldn’t fit in one post. It is truly an amazing book and if you didn’t get the chance to read it, then maybe you will think twice after reading yet again another article on it written by me.
1. I am a great believer in breakfast, lunch and dinner meetings for this reason – the less formal the venue the more likely people will be to let their guards down (page 16)
2. Most business situations provide all sorts of tangible evidence that allows you to see beneath the surface. Sometimes these are things that people say and do unconsciously, the way someone looks away at the sound of a particular question, for instance (page 6)
3. Remember that people communicate with their eyes in business situations when they can’t use words (page 11)
4. The way you dress forms an immediate, strong impression about who you are (page 30)
5. The projects people take on which are not part of their day-to-day job description, which have not been assigned to them, are those projects for which people get the most credit for (page 72)
6. One of the most important things anyone can do in business is consider his or her future connections. Find stars and make them friends. Ten years from now, whether you are selling to them, buying from them, hiring them, or being hired by them – they will become one of your most important assets (page 113)
7. Find the key guy and sell one-to-one (page 125)
8. Organize yourself: first, write it down. Second, organize for the next day at the end of the previous day (page 199)
9. The cliché is “don’t work hard, work smart”. The truth is, “work hard, work long, and work smart” (page234)
10. Fear of failure is at least as common as the desire for success. Learning to use fear rather than letting it use you is a problem for anyone in business (page 236)
I hope Part 2 gave you more insights into what this book is about, and it can help you understand a bit more about this “business world”.