CHANGE YOUR THINKING CHANGE YOUR LIFE
For example, there are seven key result areas
in selling. A weakness in any one of them can hold you back from
selling as much as you can. They are: (1) prospecting; (2) establish-
ing trust and rapport; (3) identifying the customer’s problem or
need; (4) presenting your product or service as the ideal solution to
the problem; (5) answering objections and concerns; (6) getting
agreement to proceed; and (7) obtaining resales and referrals. If you
perform well in all seven of these areas, you will soon be at the top
of your field. If you are poor in any area, your performance in that
area will determine your income.
In management, there are also seven key result areas. They are:
(1) planning; (2) organizing; (3) selecting the right people; (4) dele-
gating; (5) supervising; (6) measuring; and (7) reporting, both up-
ward and downward
annaabi.ee 
