Author's note: This reader is not alone in being able to testify to the power of the pressures em- bodied in MCl's Calling Circle idea. When Consumer Reports magazine inquired into the practice, the Mel salesperson they interviewed was quite succinct: "It works 9 out of 10 times," he said. such professionals seek to benefit from the rule even when already formed friend- ships are not present for them to employ. Under these circumstances, the profes- sionals still make use of the liking bond by employing a compliance strategy that is quite direct: They first get us to like them. There is a man in Detroit, Joe Girard, who specialized in using the liking rule to sell Chevrolets. He became wealthy in the process, making hundreds of thou- sands dollars a year. With such a salary, we might guess that he was a high-level GM executive or perhaps the owner of a Chevrolet dealership. But no. He made his money as a salesman on the showroom floor
Truth facing, 229–230 Zaleznik, Dr. Abraham, 201, 202 living in, 227–228 Zero-based thinking, 109, 160, 244 ccc_tracy_adv_268.qxd 6/23/03 3:40 PM Page 268 Advanced Coaching and Mentoring Program Brian Tracy offers a personal group-coaching program in San Diego, California, for successful entrepreneurs and top sales profes- sionals. If you qualify for this program (you must have an income of at least $100,000 per year), you will learn how to set and achieve goals in every part of your life, develop a complete personal strategic plan, and simplify every aspect of your life. You will be learn a step-by-step process of personal and busi- ness analysis that will change your thinking and change your life.
annaabi.ee 
