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"Lovers Or Clients - Part III" genre: Spoken Word
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	- Plans and Strategy- The 3 T’s of the 21st century: Teach, Tolerate or Terminate.- The 3 R’s: Revolt, Refocus, and Risk.- Revolt: The single skilled professional.- Refocus on Sales.- Risk: To learn and grow.- The 3 S’s: Selling, Speed, and Service.- The fear of change- Surveys on why employees do not work.- It’s all about selling.- Inventing future and not preserving the past.- The Dow story and the current change.- Having the ability to sell.- “Technolution”- Everyone in a company will be a Finder, a Minder, or a Grinder.- Reselling- 6 steps in the Sales Process:(1) Make contact(2) Create interest(3) Create a preference(4) Ask for the sale(5) Close the sale(6) Keep the sale closed- Retraining the mind.
"Lovers Or Clients - Part IV" genre: Spoken Word
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	- What is marketing?- Predicting human behavior through direct contact.- Four reasons customers buy: pride, pleasure, profit and protection.- Four laws of marketing: (1) Find a need and fill it.(2) Develop high visibility.(3) If you can’t be number one in a certain category, then invent a category in which you will be number one.(4) Perception is reality.- The EEC Market.- Central and South American Market.- The Asian Market.- The great American Gray Market. - MCI - The 5 commandments of business:(1) Always have too few employees.(2) Seek change, don’t just accept it.(3) Don’t hope for excellence, demand it. Inspect, don’t expect.(4) Learn from the past, but invest in the future.- The 4 stages a company goes through:(1) The development stage.(2) The management stage.(3) The justification stage.(4) The blaming stage.- What is the basic purpose of the company?- What is your purpose?- 3 basic questions that a company must answer before implementing any strategy:(1) What is our business?(2) What will it be?(3) What should it be?- What is my job?- What will my job be?- What should be my job?- People do business with people, not companies.
"Lovers Or Clients - Part V" genre: Spoken Word
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	- Advertising- Spend money in Sales Training and Promotional Activity.- Promotion- Focusing on the customer.- The subject of goals.- Customers versus Consumers- Separating Sales from Marketing.- 7 steps to winning in the 21st century:(1) Move your office to the car. Spend more time face to face with customers.(2) Take charge of your sales force. Develop phone force.(3) Make a commitment to “hire” education.(4) Goal setting(5) Hire more women.(6) Company sales culture. Everyone sells.(7) Reselling.- The GET plan.- The “DESK” Model- “If it ain’t broke, fix it”

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