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Un mapa vial infalible hacia el exito. !No expanda su negocio sin el! Usted dirige un negocio de asesoria de $5 millones de dolares, o una panaderia de tres personas con unas cuantas companias como clientes, o una nueva empresa de la Internet que esta por entrar a su segundo ano. Usted es un miembro principal de una firma de abogados, o una hija asumiendo el control de la fabrica que le pertenece a la familia. Usted es un vendedor profesional tratando de aumentar sus comisiones. Sabe que su negocio esta viviendo con las justas. No tiene mucha flexibilidad o capital de reserva, y tiene que hacer estirar las ganancias. Y aunque esta contento de no tener los tremendos dolores de cabeza de una corporacion gigante (a pesar de desear tener el ingreso gigante), esta preocupado por el Sindrome del Negocio que se Encoge. No obstante, pensar en el crecimiento lo pone nervioso. Bienvenido a este libro. Con Sea el elefante su camino a volverse mas grande y mejor se acaba de poner mucho mas claro. ...
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Now available in paperback, Steve Kaplan's Bag the Elephant, is the New York Times, Wall Street Journal, USA Today, and Business Week bestseller that has received praise from around the business community: "Steve Kaplan's elephant strategy is right on the money, as long as you're willing to roll up your sleeves and go to work."—Daniel M. Snyder, Owner, Chairman of the Board, The Washington Redskins.
"Kaplan shows you how to think BIG, act BIG, and win BIG."—Jeffrey Gitomer, author of The Little Red Book of Selling.
"A terrific read! From now on, when I think about building business and sales, there's no way I'll ever forget the Elephant."—Harvey Mackay, author of Swim with the Sharks Without Being Eaten Alive.
Bag the Elephant is all about how smart businesspeople can woo and keep those all-important elephants—the big, make-or-break customers. Like its companion, the New York Times bestseller Be the Elephant, it is filled with dynamic advice and real-life examples, delivered in an energetic, straight-shooting fashion that gets right to the core of its powerful idea—how to land the account that will put you over the top. Here are six keys to achieving the elephant mindset and understanding the big customer. How to map and use a big company's red tape to your advantage. Why the elephant needs you as much as you need it. Preparing yourself and your pitch. How to negotiate with elephants without losing your profit margins. And how to avoid the five killer mistakes, from mismanaging client expectations to losing sight of the numbers.
For small business owners, entrepreneurs, executives, and sales people, stalking and landing an elephant can be the most profitable adventure of your life, and Kaplan explains everything you need to know....
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In his New York Times and Wall Street Journal bestsellers Bag the Elephant! and Be the Elephant, Steve Kaplan showed business owners how to win the big customer and maintain growth. In Sell Your Business for the Max!, Kaplan covers another and even more necessary skill: selling the business for maximum payoff. The need for this book is enormous—according to a recent study by Mass Mutual Financial Group, 40 percent of CEOs of family businesses will consider retiring in the next few years. In a survey conducted by the author, 95 percent of owners said they think about selling their business at least once a week, and 94 percent said they have no one to turn to for advice. Now they have Steve Kaplan, who has owned 35 businesses and sold 30 of them. Selling a business requires a completely different skill set than running a business. In addition, it's often entangled in highly emotional issues. Are you really ready to retire? Should you pass the business on to your children or sell outside the family? And how do you quantify the blood, sweat, and years of hard work you devoted to make your company thrive? In this step-by-step workbook, packed with indispensable advice and real-life examples, Kaplan breaks down the process into three easily navigable stages: preparing for the sale (including how to value your business); negotiating the sale; and, like follow-through in a golf swing, optimizing the outcome. In addition, he explains the Five Killer Mistakes to Avoid (here's one: Don't share the news too early!). Included with the planner, and greatly enhancing it, is a suite of downloadable business-building tools, online templates, charts, and interactive calculators—making this not just the book for every small and large business owner, but a complete practical kit....
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