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MANAGEMENT
wants. Do not try to unload on him the
other stuff you would like to sell. Let him
present his problem, and solve it for him.
Give the customer what he wants.
Make the Right Business Decision
Regardless of Money
You face big decisions every day. Do
I really have the money to advertise?
Should I get that machine repaired when
we are already broke? Is this the time to
buy more inventory, when we’re already
late on our bills?
Herman’s suggestion is a simple one.
Ignore the reality of your financial
condition for a minute. What would
you do if money were no object? That
is what you should do. If you can’t run
your business by doing what is right,
Getting a Full Return on Effort?
regardless of your financial condition,
then you are probably swirling near
the drain. Spend the money and time
Increase Revenue
to resolve the issues. Herman says that
Gain Loyal Clients
following this Hermanism has allowed
him to close more deals than he would
Improve
have otherwise.
Management
Effectiveness
Herman acknowledges the
counterintuitive nature of this
Innovate and Grow
Hermanism. Most businesses would tend
to adopt a “hunker down” mentality,
rather than increase spending. But then
again, Herman has found great success
by following his Hermainisms and Lesley
Closing the Gap Between Vision & Reality
breaking away from the pack.
Boucher
Renee
Lewis
301.332.4677 • www.PensareGroup.com
April 2009 17
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