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Sales Focus

Book review: "Jack Your Fired"

October 31, 2005


read part I of "Jack Your Fired"

photo of Paula Parisot
Paula Parisot
review or buy Jack You're Fired

Mapping the path to professional success are many different roads and obstacles to overcome. Those pitfalls and hurdles, one sales book says, can include resisting change, procrastinating, and allowing too much distraction into the work place.

Jack, You're Fired! 66 Ways To Keep Your Job As A Sales Professional devotes a no-nonsense 39-page chapter to the ideals and behaviors that can contribute to a long-term successful sales career while also highlighting the behaviors that can lead to nowhere.

Perry explains that a winner will look beyond the product to see how it will be affected by societal change. For example, he says, the horse and buggy businessman who saw himself as a member of the transportation business and sought change -- survived the automation of society, conversely, the businessman who saw himself as only a "buggy manufacturer" -- did not.

"Change will always bring winners and doers to the front of the line," the book's author Jack Perry writes, "and send the losers packing -- Seek new opportunity at all turns. Embrace change."

Accepting change can also help one's ability to be flexible, which can open up countless new opportunities. "Flexibility is a two-way street and, as a result, clients and prospects remember that you were flexible when they needed it," Perry says. "Therefore, they will extend you flexibility when you need it."

Inflexibility and resistance to change can lead to procrastination. "One thing done well beats 10 things half-done," Perry quips. If the to-do list is getting long and well worn, the book says, then realize it is time to take charge -- and don't fear making a mistake. As a result "you will learn from your actions," and in turn find more success.

To be successful, the book suggests, one must remain focused and work with minimal interruptions and distractions. Some ideas the book offers to curb distractions is to make agreements with family members to limit interruptions, schedule errands during non-selling time, and delegate whenever possible.

Paula Parisot is a MortgageDaily.com feature reporter and a blogger at CloserBlog.com who has also worked in the mortgage industry.

Email Paula at: [email protected]

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