Mike Chatelain Success Article

July 2003 Issue --> Success Article

The Two Requirements of Success

By: Mike Chatelain

Ross and Sue work at an auto dealership selling cars. Neither aredoing very well. Each has a different approach to selling.

Ross talks loudly, grabs your hand and pats your back. He likesto bully people into taking test drives and making offers.

Ross says, “This REALLY is the best car for you! You look GREATin it! I’ll get you an INCREDIBLE DEAL! Sit down. Let’s make anoffer. Wait a minute! You can’t leave yet!”

Sue takes a different approach. She says, “You know if youconsider the engineering and statistical advances of this model,and compare it to the consumer surveys of the past three years,you can make a wise decision. It’s good to analyze yourcost-per-year maintenance figures against the gas mileage,depreciation of the vehicle and initial cost.”

Ross tries to close the deal by saying, “Come ON! You’ll neverget a BETTER DEAL! You need to buy it NOW! What the heck are youwaiting for?”

Sue tries to close the deal by saying, “Your decision should bebased on your income, your commuting needs and your values. Isuggest you weigh the pros and cons while discussing the issuewith your family.”

Neither approach is very successful.

UNSUCCESSFUL LEADERSHIP

You find unsuccessful management everywhere. Certain leadersare too forceful. “Get the project done by tomorrow or youare fired.” “I DON’T CARE IF YOU’RE SICK. GET THE SALES UPRIGHT NOW!”

They might have short-term success, but never long-term success.

Other unsuccessful leaders are intelligent “nice guys.” They say,“According to our market research and strategic planning you canincrease sales by 13% by emphasizing our more profitable line ofproducts and targeting our top 20% wholesale buyers.”

Neither approach is very successful.

THE WINNING COMBINATION

“All battles are won by a combination of two elements, and these are force and intelligence.”

“You take something like an atomic bomb that can obliterate an entire country, that is tremendous, tremendous force. And it succeeds in short-term wins.“

“The wise men of Tibet were, just a few years ago, driven out of their mountain fortresses by the dumbest infantrymen the world has known for some time.”

“The long-term win is achieved by a balance between force and intelligence.” — L. Ron Hubbard

To succeed, you need your own balance of force and intelligence.

A good executive not only gives accurate instructions and goodplanning (intelligence), he or she must also have enoughpersistence and intensity (force) to push the plans through.

For example, the boss concludes the prices are too low. He writesan order raising the prices. The sales staff object. The bossmaintains a position and insists on the price increase despiteall opposition. To succeed, and have enough money to pay thestaff, the boss must not waiver.

Successful salespeople give the customer plenty of informationabout the product and then use, as needed, some passion tomotivate the customer to buy. He or she may also have to disagreewith the customer’s demands for a lower price.

Successful parents not only work out rules that are fair andbeneficial to the family, they enforce those rules. No rules orno enforcement are both unsuccessful.

You can spend all day planning your success, but you also need towork as many hours as necessary to make it happen.

If you are not succeeding like you should be succeeding, what doyou need to increase? Your intelligence or your force?

Check out the list of qualities below for areas you can improvein yourself.

TYPES OF INTELLIGENCE YOU NEED TO SUCCEED

Education, reading, writing, researching, planning, goal setting,explanations, logic, computer work, policy setting, learning frommistakes, examining consequences, powers of observation, problemsolving, ability to reason, learning from others, trainingothers, reaching conclusions, creativity, sense of humor,judgement, accurate analysis of facts, ability to understandpeople and more.

TYPES OF FORCE YOU NEED TO SUCCEED

Persistence, passion, an ability to disagree, physical activity,taking action, courage, starting things, continuing despiteopposition, finishing things, ability to motivate people or makethem laugh, persuasion, endurance, personal power, forcefulspeech, domination, intention, drive, ability to handle stress,hard work, demand, confrontation, toughness, control, theability to hold a position, ability to work long hours,intensity and so on.

Provided by TipsForSuccess.org as a public service to introduceyou to the technology of L. Ron Hubbard.

Copyright © 2003 TipsForSuccess.org. All rights reserved.Grateful acknowledgment is made to L. Ron Hubbard Library forpermission to reproduce selections from the copyrighted works ofL. Ron Hubbard. Programmed in the United States.

For information about TipsForSuccess.org or to subscribe, click here.: http://www.tipsforsuccess.org

All data provided on this website is to be used for information purposes only. The information contained on this website and pages within, is not intended to provide specific legal, medical, financial or tax advice, or any other advice, whatsoever, for any individual or company and should not be relied upon in that regard. The services described on this website are only offered in jurisdictions where they may be legally offered. Information provided in our website is not all-inclusive, and is limited to information that is made available to and such information should not be relied upon as all-inclusive or accurate.

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