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What makes the president tick? Read the Art of the Deal. If people who are struggling to understand Donald J. Trump just took the time to do their due diligence, they would realize that there is a method to his professional life. There are principles he adheres to and protocols he follows, and you can to.
Chapter 1: “A Week in the Life” – In 1987, he liked flexibility in his schedule. Be “imaginative or entrepreneurial if you have too much structure.” He loves the phone and the ability to touch as many as 50-100 people a day. In addition, he likes brief meetings and can manage as many as 12 per day averaging about 10-15 minutes per meeting. Starts his day at 9:00 am and ends at 6:30 pm. Doesn’t stop work for a formal lunch. Makes calls, or Twitters, well into the evening.
Chapter 2: “The Elements of the Deal” – Aim high. Keep pushing and pushing to get what he is after. Settle on less but only if he feels that is what it will take to close the deal. And, when a deal is closed, he will always claim he got the best of the deal. Deal-making is an ability you are born with. It is not about how smart a person is, it is about their gut instincts and a person’s ability to act on them successfully.
To be successful you must do the following:
1. Think Big!
2. Protect the Downside and the Upside Will Take Care of Itself – Don’t be greedy. Get a deal you can work with — plan for the worst and accept the best. Compromise is a necessary component.
3. Maximize Your Options – Be flexible. Never get attached to a one-way approach to closing the deal. Consider many approaches, and then settle on the best.
4. Know the Market – Take counsel from the best and brightest who know their “market.”
5. Use Your Leverage – Never show desperation for a deal. Deal from strength using all the tools available to you to project strength. Sometimes that requires “imagination and salesmanship.”
6. Enhance Your Location – It is not about location. It is about getting the best deal that will yield the best return.
7. Get the Word Out – You can have the best policy and solution but if the people don’t know it then they can’t appreciate it. You must generate interest with your own words and you must create a “buzz”, the more sensational or outrageous the sale the better. Puffery is allowed as part of the sale because it is a tool allowed in the marketplace.
8. Fight Back – Never give up.
9. Deliver the Goods – After all the hype, promotion and excitement there must be a deliverable. You have to be able to talk a good game but in the end you must deliver. The heart of getting a great deal is to have the best brand behind it.
10. Contain the Costs – Spend what is needed but no more. If you feel you are being taken advantage of – pick up the phone and let the party know. Even if the complaint is minor compared to the overall cost it is important to let others know that you will not be taken advantage of.
11. Have Fun – The excitement of making the deal is playing the game. Do not rehash or relive deals, get on to the next one. If you enjoy what you do, you will be successful. It is just that simple.