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

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

Ross says, "This REALLY is the best car for you! You look GREAT
in it! I'll get you an INCREDIBLE DEAL! Sit down. Let's make an
offer. Wait a minute! You can't leave yet!"

Sue takes a different approach. She says, "You know if you
consider 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 your
cost-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 never
get a BETTER DEAL! You need to buy it NOW! What the heck are you
waiting for?"

Sue tries to close the deal by saying, "Your decision should be
based on your income, your commuting needs and your values. I
suggest you weigh the pros and cons while discussing the issue
with your family."

Neither approach is very successful.


You find unsuccessful management everywhere. Certain leaders
are too forceful. "Get the project done by tomorrow or you

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 can
increase sales by 13% by emphasizing our more profitable line of
products and targeting our top 20% wholesale buyers."

Neither approach is very successful.



"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 good
planning (intelligence), he or she must also have enough
persistence and intensity (force) to push the plans through.

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

Successful salespeople give the customer plenty of information
about the product and then use, as needed, some passion to
motivate the customer to buy. He or she may also have to disagree
with the customer's demands for a lower price.

Successful parents not only work out rules that are fair and
beneficial to the family, they enforce those rules. No rules or
no enforcement are both unsuccessful.

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

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

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


Education, reading, writing, researching, planning, goal setting,
explanations, logic, computer work, policy setting, learning from
mistakes, examining consequences, powers of observation, problem
solving, ability to reason, learning from others, training
others, reaching conclusions, creativity, sense of humor,
judgement, accurate analysis of facts, ability to understand
people and more.


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


Provided by as a public service to introduce
you to the technology of L. Ron Hubbard.

Copyright © 2003 All rights reserved.
Grateful acknowledgment is made to L. Ron Hubbard Library for
permission to reproduce selections from the copyrighted works of
L. Ron Hubbard. Programmed in the United States.

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