Thursday, November 8, 2012

Book Review: Driven by Rogert Herjavec



 The stuff's gotta work.More than that, it has to perform up to specified levels.

 No amount of sophisticated marketing expertise and polished sales techniques will save the situation if the product design, the  technology behind it, or the vendor's service level fail to meet their promise. This should be a a given in every business situation Unfortunately it's often missing.

Rule #2:
It's not what you say; it's how you make people feel.

 To some people , the idea of having fun in a business session sounds like heresy. To them, the word "business" is preceded by the word "serious", which suggests that they are caught up in their own sense of importance. Yet, amid all the statistics, charts, graphs, cost-benefits figures and general content of sales presentation, prospects remain involved in dealing with various personal crises and decisions. They appreciated any salesperson who can simplify at least on facet of their lives, and a stack of statistics or a library of charts rarely accomplishes this on its own. An element of true rapport, no matter how brief or how motivated, will always be appreciated and rarely forgotten.

Rule #3:
The first five minutes dictate everything that happens afterward

This echoes the idea that the margin of the sales begins as soon as you walk through the door. It's more than a matter of making good first impressions. In some cases, it shapes the impact of your entire presentation.

The first impression is made within  the first minute. From that point, you have four minutes to either correct a bad initial impression or strengthen a positive one. Everything else that happens through the rest of the presentation substantiates the way the audience felt during those first five minutes.

Like a lot of of truths we encounter in life, some of this man sound obvious in the beginning. But to many salespeople it's not. Until you recognize how and why these rules apply, you won't be conscious of using them when necessary, and if you fail to use them you're not achieving your full potential.


It's important to make a distinction between cash and friends, even if it suggests you are not as "nice" as you want the world to consider you. Friends are friends. Cash is cash. There is no reason to link them. Cash is also lifeblood of business. Like the blood that runs through your own veins and arteries, cutting off cash or significantly reducing its flow could be fatal to your business. Risking this eventuality is where being a "nice guy (or gal" must end


I also believe it is better to pay well for a good company than to get a bad company at a discount.

Once a boulder starts rolling down the hill it is very difficult to stop- not impossible, true, but difficult. I would rather get involved with a boulder that  is on flat ground or a slight uphill grade, because with my effort and knowledge I can get it over the hump and start accelerating and gaining momentum.

Robert Herjavec launch one of the first companies that provided corporations with Internet security systems, selling the business to AT&T for over $100 million. His other ventures include the sale of a Silicon Valley-based technology company to Nokia for $225 million and the creation of The Herjavec Group. He and his family live in a 50,000 square-foot mansion that he has lent to such celebrities as Mick Jagger, John Travolta and Michel Buble, A co-star of CBC TV's Dragons' Den and ABC Shark Tank, Herjavec supports several charities that fund cancer research. He divides his time between Toronto and Miami.

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