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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