success - Turbo Coach, achieve breakthroughs - Brian Tracy

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THE HIGHER YOU RISE on the customer satisfaction scale, the more success you will achieve. The aim of every business is to reach the fourth level, where it continually amazes its customers. Why? It’s simple: Your job as an executive or entrepreneur is to create and keep customers. The highest level of customer satisfaction will enable you to do just that. Today’s business climate is ever more competitive, and customer acquisition costs—that is, the price you pay to generate new customers—are increasing at a rapid rate. Sales and marketing budgets can consume an inordinate amount of cash. Prospecting and cold calling can consume an enormous amount of time. For this reason, a customer who is
142 TurboCoach referred to you by an existing satisfied customer is a jewel to be sought and treasured. A major hurdle in the selling process is that of earning the trust of a prospective customer. When you have been referred by someone the prospect trusts, you inherit part of that trust. As a result, you stand a much better chance of getting in the door. You will also be much more likely to move through the sales process quickly, as the rapport-building stage will be far easier and the objections far fewer. And at the end of your presentation, it will be far easier to close the sale. In fact, it is often said that a good referral is fifteen times easier to sell to than a cold call. To gain a huge competitive advantage, to assure yourself of a jump-start in growing your business, commit yourself to devising a sound strategy for developing a ‘‘golden chain’’ of referrals. Your goal should be to reach the point where you never have to cold call again, where you sell by referral only. Your most likely source of referrals is your existing client base—specifically those customers who are delighted or amazed with your product or service and therefore represent the highest levels of customer satisfaction. Keeping Customers Just as a referral is fifteen times easier to sell to than is a cold call, it is said that a satisfied customer is ten times easier to sell to than is a new customer. At the other end of the spectrum, a study by the White House Office of Consumer Affairs discovered that 90 percent of dissatisfied customers will not do business with that company again.
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Also by Brian Tracy Focal Point: A
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TurboCoach
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TurboCoach A Powerful System for Ac
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Contents Introduction .............
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Introduction In the last few years
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PART I GAIN CLARITY
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CHAPTER 1 Create Your Personal Stra
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YOUR SUCCESS IN LIFE is determined,
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Create Your Personal Strategic Plan
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CHAPTER 2 What Business Are You In?
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SEVEN KEY QUESTIONS AND THEIR ANSWE
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What Business Are You In? 17 viders
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24 TurboCoach whether your company
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26 TurboCoach 3. What are your area
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CAN YOU IDENTIFY YOUR CUSTOMERS? Do
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Know Your Customers 31 characterist
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CHAPTER 5 Identify Your Areas of Ex
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YOU HAVE SPECIAL GIFTS AND ABILITIE
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Identify Your Areas of Excellence 3
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CHAPTER 6 Remove Your Critical Cons
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ONE COMMON FEATURE of the complex a
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Remove Your Critical Constraints 43
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CHAPTER 7 Where Are You on the Sigm
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IF YOU OBSERVE THEM CLOSELY, you wi
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Where Are You on the Sigmoid Curve?
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Where Are You on the Sigmoid Curve?
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PART II INCREASE YOUR PRODUCTIVITY
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CHAPTER 8 Eleven Keys to Increasing
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PERSONAL PRODUCTIVITY IS A KEY DIFF
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Eleven Keys to Increasing Your Prod
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CHAPTER 9 Pareto’s Law ‘‘He w
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THE MOST IMPORTANT OF ALL productiv
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Pareto’s Law 69 your personal pro
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Pareto’s Law 71 daily work life,
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CHAPTER 10 Zero-Based Thinking ‘
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HABIT DETERMINES NEARLY 100 PERCENT
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Zero-Based Thinking 77 change. So d
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Zero-Based Thinking 79 a. Are there
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CHAPTER 11 Effective Delegation ‘
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TIME IS YOUR MOST PRECIOUS RESOURCE
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Effective Delegation 85 gate an imp
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Effective Delegation 87 Agree on Co
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Page 101 and 102: CHAPTER 12 The Power of Leverage
Page 103 and 104: IN THE WORDS OF THE GREEK PHILOSOPH
Page 105 and 106: The Power of Leverage 95 relationsh
Page 107 and 108: The Power of Leverage 97 7. Leverag
Page 109 and 110: CHAPTER 13 Ricardo’s Law of Compa
Page 111 and 112: A LONDON MEMBER OF PARLIAMENT and s
Page 113 and 114: Ricardo’s Law of Comparative Adva
Page 119 and 120: CHAPTER 14 The Parthenon Principle
Page 121 and 122: DURING THE PERSIAN WAR, the buildin
Page 123 and 124: The Parthenon Principle 113 Increme
Page 125 and 126: The Parthenon Principle 115 4. How
Page 127 and 128: PART III GROW YOUR BUSINESS
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Page 131 and 132: 122 TurboCoach Seven Ways to Turboc
Page 133 and 134: 124 TurboCoach Consider the case of
Page 135 and 136: 126 TurboCoach 7. Reduce your selli
Page 141 and 142: 132 TurboCoach experiences are comm
Page 143 and 144: 134 TurboCoach son ritual. Early in
Page 145 and 146: 136 TurboCoach amazes his customers
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Page 153 and 154: 144 TurboCoach cused on developing
Page 155 and 156: 146 TurboCoach Creating a ‘‘Gol
Page 157 and 158: 148 TurboCoach With each step, your
Page 159 and 160: 150 TurboCoach is meaningful to you
Page 161 and 162: 152 TurboCoach Application Exercise
Page 165 and 166: 156 TurboCoach These seven elements
Page 167 and 168: 158 TurboCoach People The third ele
Page 169 and 170: 160 TurboCoach type of program duri
Page 171 and 172: 162 TurboCoach Price 1. What is the
Page 177 and 178: 168 TurboCoach signing computer she
Page 179 and 180: 170 TurboCoach For many years, IBM
Page 181 and 182: 172 TurboCoach 3. How might you alt
Page 187 and 188: 178 TurboCoach qualities, and attri
Page 189 and 190: 180 TurboCoach The Whole Package Pa
Page 191 and 192: 182 TurboCoach must be busy and act
Page 197 and 198: 188 TurboCoach ally be losing money
Page 199 and 200: 190 TurboCoach There are several qu
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192 TurboCoach Marathon and Associa
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194 TurboCoach What will you do wit
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198 Appendix Helpfulness Meticulous
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204 Index belief(s) (continued) and
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206 Index Drucker, Peter on commitm
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208 Index Law of Correspondence, 10
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210 Index products (continued) prof
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212 Index thinking (continued) ques
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Program and the Coaching Excellence
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