Winning through Intimidation
by Robert Ringer
If you've ever found yourself coming out on the short end of the stick, you'll appreciate the rewards that can be yours whenyou take the initiative in every area of your life. Written by the bestselling author of MILLION DOLLAR HABITS, this business gem, explains in candid terms what intimidation is, why you become intimidated and how you can avoid the mental lapses that can cause you to fall victim to intimidation.
Ringer teaches us, giving true examples from his own experience, how to recognize when others are trying to intimidate us and how to protect ourselves.
Ringer sets the stage by exploding the myths that "working long, hard hours" and "having a positive mental attitude" will insure success. He concludes that working long, hard hours will just make you old and that it’s practically impossible to keep a positive mental attitude when you are constantly getting kicked in the teeth!
For a salesperson, Ringer suggests the only way to maintain a positive mental attitude is to realistically assume you won’t make the sale (vs. can’t make the sale.) In other words, be prepared to make the sale if it possibly can be made, but assume it won’t.
What is important is getting results. Like in the fable of the tortoise and the hare, only where you are when the race is over counts.
According to Ringer, unless a person will benefit directly from your earning and receiving income, there are three types of people that you deal with in business: 1) The person who lets you know from the outset that he’s out to "get all your chips," and follows through; 2) The person who assures you he’s not interested in "getting your chips" and wants you to be fairly compensated, then tries to get them anyway; 3) The person who also assures you that he’s not interested in "getting your chips" and sincerely means it, but for some reason still ends up trying to grab them.
To protect your interests, you need to learn to recognize what type of person you are dealing with and prepare to protect yourself.