The Whole Truth About Success_v2

The Whole Truth

About Success

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com The book is available on Amazon

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

Success

Being successful refers to the accomplishment of goals,

acting and interacting to achieve the expected results.

The huge diversity of people's goals and results drive

everyone to believe that being successful in business,

career and life means to become: rich, knowledgeable,

respectful, smart, modern, a leader, powerful, attractive,

religious, peaceful, or happy.

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

Worldwide Research / Four Success Keys

As these beliefs, and numerous similar ones, are

widespread, we need to seriously consider them.

My recently published book on Sales & Buying Continuous

Success has proved (and coded for quick and easy

reference) that all these beliefs have four keys in common

that must co-exist in order for someone to be successful.

Here are these four success keys:

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

1. Appropriate Ability

Ability refers to factors and tools for performing an activity.

Factors / tools such as physical skills, mental skills, social

skills, time, money, and technology.

The skills can be considered as a combination of the

technical and interpersonal. The required ability - skills can

be adjusted (increased or decreased) by knowledge or

by simplification.

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

1. Appropriate Ability (cont.)

Your ability may be considered appropriate when:

You understand the mission and goal you try to accomplish

You know the benefits and risks

You have an idea of the big-picture including the environment or

market

You can measure your success

You have the proper budget and time

You care about the full satisfaction of your internal and external

customers

You can sell & buy (or give & take) ideas and solutions

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

1. Appropriate Ability (cont.)

You can make the right decisions

You understand the strategy and the processes to be followed

You have a plan

You implement the plan effectively

You regard what skills, teams and tools to use

You know how you will synchronise everything to solve problems and

create value

You learn lessons for future improvements

You can apply ability adjustments to be adaptive to change

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

2. Suitable Behaviour

Behaviour refers to your interactions and actions during an

activity. These are affected by your three behaviour

codes: as an individual, as a member of a group, or as a

member of a system (e.g., an organisation).

Your behaviour may be considered suitable when:

You are positive (you are sociable, likeable, flexible, trusted,

responsible, achievement-oriented, risk-taking)

Your perception is very often accurate

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

2. Suitable Behaviour (cont.)

Your individual values make up a respectable character (good

manners, integrity, love, friendship, social recognition)

You have helpful attitudes and motivation

You regard teamwork and collaboration

You are effective in human communication and can handle conflicts

and negotiations

You know how to influence

You do not ignore the selling & buying approach that create value for

others and for yourself

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

2. Suitable Behaviour (cont.)

You respect team decision-making

You build and develop good relationships and social networking

You know how to handle changes

You realise challenges and opportunities

You consider leadership and management

You understand how to be a good follower or subordinate

You keep or respect cultures

You do not violate business ethics

You apply behaviour adjustments to be adaptive to change

An insight into the entire Behaviour Toolkit is mandatory

(see table)

2. Suitable Behaviour (cont.)

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

3. Compatible Environment

Environment refers to certain factors and systems (including

people) that affect activities, and hence, abilities and

behaviours.

It is composed of Competitive, Economic, Social, Political,

Technological, Legal and Physical sub-environments.

An environment actually represents key rules of our work

and life success that need careful attention.

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

3. Compatible Environment (cont.)

In business, as an example, we consider the markets and

their mechanisms that influence the deals between the

sellers and the buyers and are affected by:

Competitors

Regulatory / Government Organisations

Networks or Market Gateways (the internet, social networks, mobile

telecoms, and computer networks)

Market Services Organisations (banks, and companies for

transportation or insurance).

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

3. Compatible Environment (cont.)

Your environment may be considered compatible with your

targeted success, for example, when:

The environment in your country changes for certain reasons (e.g.,

facing an economic crisis) and you can adjust your ability and

behaviour to make them suitable again, or

You are able to influence or change it to better fit your ability and

behaviour (altering the status quo of a system, changing department

and job role, being mindful of the luck factor, or moving to another

enterprise, city or country)

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

4. Sales & Buying Orientation

Although sales & buying are included in the suitable ability

& behaviour for success, they refer to efforts or Programs

for creating value via (external and internal) Customer

Satisfaction.

In selling, you use your suitable ability & behaviour to

supply solutions that help buyers / customers achieve or

exceed the expected results. For that, you also consider

buying: how another person buys, or how you can buy

ideas!

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

4. Sales & Buying Orientation (cont.)

In buying, you use your suitable ability and behaviour to

demand solutions, requested from customers, at the right

price, quality, quantity, place, and time from the right

sources to achieve the expected results. You also consider

selling: how another person sells or how you can sell ideas!

As you are a sales & buying person no matter what your

role is, you need to use a correct sales & buying

approach to execute these programs successfully.

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

4. Sales & Buying Orientation (cont.)

Your approach may lead to sales & buying orientation, for

example, when:

You use your suitable ability & behaviour to accelerate the expected

performance and success

You feel comfortable with decision-making and human relations to

improve the process towards the expected results

You can synchronise a pair of buyer and seller to flexibly help solve

visible and invisible problems

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

4. Sales & Buying Orientation (cont.)

You can provide an update or a resource at the right time which

enables the involved parties to progress

You create value for others (e.g., financial, time, quality, cooperative,

emotional, ethical, or relationship value) so that everyone feels happy

(including yourself)

You understand that creating value involves not only benefits but also

risks and although the parties always attempt to maximise benefits and

minimise risks, risk-taking is important for creating value

You provide great service to customers

You understand that help attracts help

An insight into the entire Ability Toolkit is mandatory (see table)

4. Sales & Buying Orientation (cont.)

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

Conclusion

These four key elements (Ability, Behaviour, Environment,

and Sales & Buying) tell the whole truth

for your Success and Failure.

Do not let a small portion of the truth offered

by over-simplifications mislead or confuse you.

Do not forget that the details make the difference!

(more in my LinkedIn profile & Amazon book)

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

Author: Iosif Koen (Joseph Cohen)

Physics from Athens University, and Computer Science from Coventry University - UK Specialised Sales, Buying and Marketing training in Europe and the USA Successful track record of more than 30 years - top sales performer continuously Cooperated with the Control Data Corporation - 15 years, and Unisys - 17 years Independent Sales - Buying, Marketing, IT and Management Consultant

Testimonials

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

© 2011 , i o s i f . koen . sb@gmai l . com / www. salesandbuy ing .com

PR INT LENGTH : 398 Pages

SALES & BUYING.

CONTINUOUS

SUCCESS.

The book is available on

http://www.amazon.com/dp/B00X0QDET0

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