You Don't Have to Be a Shark

QHB's 10 Points of Focus and Summaries

You don't have to be a Shark 10 Points:

1. Set clear goals with timelines to turn dreams into reality and prioritize personal growth.

2. Understand that effective selling is the foundation of both personal and professional relationships.

3. Overcome fear of failure and rejection to excel in sales and entrepreneurship.

4. Focus on helping others to ultimately benefit oneself.

5. Build a competent team to delegate tasks and ensure business success.

6. Prioritize understanding buyers' wants and needs to tailor sales approaches effectively.

7. Cultivate traits such as confidence, curiosity, honesty, and knowledge to excel in sales.

8. Embrace failure as an opportunity to learn and improve.

9. Maintain honesty and integrity in all business dealings for long-term success.

10. Continuously strive for personal and professional development, learning from setbacks and always moving forward.

QHB's Selected Book Quotes and Summaries

*** RH = Robert Herjavec (The Author)

=== One: Learning New Steps on a Different Floor ===

# “A goal without a timeline is just a dream.” - RH

# “Selling is the basis of any relationship, personal and business.” - RH

# “I learned to become good at sales. So can you. And the first step is to get over your fear of failure and rejections.” - RH

# “Robert, we heal ourselves when we heal others” - Priest

# “It made sense to me. If i could help others, maybe i could also help myself.” - RH

# “During my absence, my company continued to succeed on a day to day basis, thanks to the team of exceptional people i had hired over the years. They carried out the duties that once had been mine to deal with alone.” - RH

# “At that time, it seemed as impossible as so many other things in my life.” - RH

# “Dance Competitions mean learning new steps, being prepared for unexpected events, and in this case, getting ready to hit the road if you don’t succeed. Hmmm ... sounds a lot like being a sales person to me.” - RH

# “To launch a new business as a entrepreneur is fun when you do it right, profitable when you do it exceptionally well and exciting.” - RH

=== Two: Everyone is Selling Somebody Something ===

# “Like every other ability we may have, its not the skill itself that is open to criticism- its where, when and how its applied.” - RH

# “Identifying the wants and the needs of prospective buyers. I’m sure you understand relationships well, but you may need a clearer understanding of wants versus needs.” - RH

# “Their job (skilled salespeople) is to identify and ensure that buyers understand both their needs and their wants, and assist in making the best choice for that situation.” - RH

# “The correct answer is not to talk about the pen or the drink glass or the gizmo. Its all about the buyer, and what he or she expects from the product. Before the buyers need to know about the pen, the sales person needs to know something about the buyer.” - RH

# “Much of the secret to happiness in our lives is based on not on our wealth or our status but on how well we read and deal with those around us.” - RH

# “Is it possible to change other people’s behavior by changing ones behavior towards them?” - Point on Dale Carnegie’s Book

# “How to be an Effective Sales people: They know how to negotiate. They learn determination." - Dale Carnegie

=== Three: Classes in the College of Bad Debts ===

# “I didn’t fear my father would hurt me. It was clear, however, that dropping out of university would hurt him and destroy the relationship between us. He could not imagine me not finishing university.” - RH

# “That night i thought about the basics of the business and what it was really all about. Then i broke down what i was expected to do on the job, how i was approaching it and why it wasn’t working.” - RH

# “Threats and anger produced nothing. I wanted to learn whatever i could about their lifestyle, get a sense of their values, and judge their expectations. I was looking to build a relationship between us just deep enough for then to respond to an offer i might make.” - RH

# “Good salespeople spend their time wisely by investing it where they can find their greatest chance of return.” - RH

# “Happy ears celebrate too soon. Professional salespeople celebrate when the payment arrives.” - RH

=== Four: The Art of Legitimate Selling ===

# “Eventually everyone is selling something to someone.” - RH

# “But he did what he needed to survive, and swallowed a lot of pride in the process. It was worth it to him.” - RH

# “A contract was a contract, even one u fair to the buyer” - RH

# “I would achieve success in selling by tailoring my sales message to their situation, their needs, their wants, and their values.” - RH

# “The chip placed on my shoulders by the bullies remains there, and i’m always aware of it. I just refuse to dwell on who put it there, and how.” - RH

=== Five: The Chill of Cold Calls ===

# “All it takes to reach out to a total stranger, put him or her in the right frame of mind, create context, build rapport, and obtain a commitment for a meeting and a presentation.” - RH

# “The best script for what a seller need to achieve in a cold call: Raise the prospects curiosity. Provide context in a dozen word or less. Ask for permission to continue. Confirm that the prospect is a fit. Schedule a full presentation - date, time and attendees.” - RH

=== Six: The Biggest Myth About Sales and Life ===

# “You are no better than anyone else, but no one else is better than you.” - RH’s Mother

# “I made it and they didn’t, so i am better than they are? Deep down i know i am not. We are different in personality, backgrounds and assets, perhaps. But one of us us not ‘better’ than the other.” - RH

# “So i endured the taunts and put downs and concentrated on developing my ideas and abilities.” - RH

# “You cannot communicate effectively with anyone until you first organize your thoughts. And you cannot appreciate another persons point of view unless you listen closely to the things they are saying with both their voice and their body language.” - RH

# “4 Important trait that good sales people have: They believe in what they do. They enjoy the company of people. They spend more time listening than talking. They make the connection between selling skills and life.” - RH

# “The most important thing you will ever sell is yourself.” - RH

=== Seven: Inside the Shark Tank ===

# “Anyone who comes into the studio brimming with high energy, confidence and determination changed the tone of the room immediately.” - RH

# “In Business you either grow fast or die slowly.” - RH

=== Eight: Shark Bites ===

#”This is the Shark tank, not the charity tank.” - RH

=== Nine: The World Owes you Nothing - Except Opportunity ===

# “No one owes you anything in life.” - RJ

# “No one has to love and respect you, and you should never expect that they will on their own.” - RH

# “The only person who owes you anything is yourself.” - RH

=== Ten: How do you know what you’re good at? ===

# “The greater the risk, the greater the potential reward.” - RH

# “Is it worth it? Yes, if you understand the difference between good risks and bad risks.” - RH

# “No one has a foolproof formula for success.” - RH

# “If you are not intent at winning in whatever arena you choose for your life or you are simply uncomfortable about competition if any kind, you are not likely to get ahead in whatever endeavor you chose.” - RH

# “Start by being honest with yourself. Know what it takes to make you happy and admit your limitations as well as your goals and skills.” - RH

“Courage is not the absence of fear; it is the power to do things in presence of fear.” - RH

# “Mistakes are an opportunity to learn from experience, understand why they happened and ensure that they do not happen again.” - RH

=== Eleven: The 80/20 Rule and How it Rules Life ===

# “The Pareto Principle.” - RH

# “Was luck involved? Luck is always involved in new ventures.” - RH

=== Twelve: The Things About Selling I learned from Dancing ===

# “You have 90 seconds to strut your stuff. Its all you need to let everyone know if you belong on the dance floor.” - RH

# “Keep your mouth shut and your eyes and ears open.” - RH

# “Never show pain or uncertainty.” - RH

# “Practice is fine, but performance is everything.” - RH

# “Confidence can sell anything - even a bad salsa step.” - RH

# “Know how the score is being kept.” - RH

# “Never forget your motivation.” - RH

# “If your job is so tedious and soul destroying, however, that you never find a reason to smile, laugh and feel a sense of pride in your work, you are in the wrong job. Either working for the wrong company or have a wrong approach to life generally.” - RH

=== Thirteen: Five Things Every salesperson needs to know ===

# “No one is “born” to start making a sale, but almost everyone can learn and apply the basic rules of successful selling.” - RH

# “Selling involved establishing a relationship that leads to the transfer of buyers money in exchange for a valued service or benefit.” - RH

# “What sellers need to know to establish and maintain a relationship: They understand what they are selling, and why. They know the difference among features, advantages and benefits - and the power of emotions. They learn everything possible about buyers and their interests. They discovered what clients may know about them. They review their sales pitch and visualize their success.” - RH

# “Research has revealed that people facing a major test of their abilities have a better chance of success if they allow themselves to visualize the event beforehand. It appears to work as well for professional athletes and stage performers as it does for salespeople.” - RH

=== Fourteen: 5 Things that everyone in sales needs to do ===

# “Stage fright? Forget it. You’re a performer.” - RH

# "5 Basic rules that every sales persons need to do: They leave their ego in their briefcase. They work at building relationships. They ask questions and take notes. They make the experience enjoyable for both sides. They may consider a zen approach.” - RH

# “The truth is, people buy from people. The second part of the truth is they buy from people they know and trust.” - RH

# “Salespeople should never assume they have everything they need to know.” - RH

# “7 Characteristic of a good salesperson: Have attitude & dedication. Confidence. Curiosity . Discipline . Focus. Honesty. Knowledge” - RH

=== Fifteen: Sometimes the Most difficult Person to be is yourself ===

# “Trying to be someone we are not is a recipe for disaster.” - RH

# “4 Benefits that salespeople enjoy when they be themselves: They are more relaxed. They avoid being manipulative. They listen better. They become more likable” - RH

# “Others people opinion of me are none of my business.” - RH

# “7 Signs you are being true to yourself: You feel comfortable in your own skin. You feel no need to impress anyone about anything. You have no problem concentrating on what needs to be done. You can manage personal situations honestly and openly, without lies or exaggeration. Your inner voice is quite when you are with others company who you enjoy and value. Your muscles are relaxed and you breath easily. You feel good - both internally (ex about yourself, all the things you plan to achieve) and externally (ex about your life, about all the things you have achieved)." - RH

# “Be yourself. Everyone else is taken.” - RH

=== Sixteen: The Closing Conundrum: People want to buy; they don’t want to be sold ===

# “Customers prefer to buy from people they can relate to and trust. The best method of doing this is through conversation.” - RH

# “The frozen silence usually occurs after a pitcher has been carried away with his or her deal, spewing unrealistic events or promises that are so outrageous they appear to leave us literally speechless.” - RH

# “The most successful closers, however, are the ones who control the direction of the process while letting - or even encouraging - the buyer to think it was all his or her idea. Anyone who perfects that ability has a solid sales career head of them.” - RH

=== Seventeen: Setting Your Moral Compass ===

# “None of these financial disasters would have been possible if people had simply told the truth. At every level. On every occasion.” - RH

# “You always speak the truth to clients. No exceptions, no excuses.” - RH

# “Be honest in everything you do at every level in your company. No exceptions. No promises. No excuses.” - RH

=== Eighteen: The Best Source of your Job security is... You. ===

# "50% of new companies fail in their first or second year" - RH

=== Nineteen: Think of a Job Application as an Ad Campaign ===

# "What impressions do you want to create that will be useful to them?" - RH

=== Twenty: Learn to Swim with Sharks without Being One ===

# “Like all real estate decisions , the 3 most important aspects in choosing the places to open outlets were location, location and location.” - RH

# “Giant retail spends millions of dollars to search for the best location, basing their decisions on detailed studies on traffic flow, utilities, access, local income and more.” - RH

=== Twenty One: Its not the school Prom ===

# “Mature and effective salespeople deal with failure in two steps. The first is getting over it. The second is understanding what you learned.” - RH

# “Fall downs seven times, stand up eight.” - Japanese Proverb

=== Twenty Two: How to Ask for a Raise ===

# “In many case, i want them to make a good case for a raise, because it will confirm or maybe reveal their values to my company and make it easier for me to justify increasing their salary.” - RH

# “Getting a raise is never a ‘Ask and ye shall receive.’. Its about making a sale. Which means that having good selling skills and instinct pays off in yet another way you didn’t expect.” - RH

=== Twenty Three: If you can’t See it, You can’t Reach it ===

# “The greater danger for most of us is not that our aim is too high and we miss it, but that it is too low and we hit.” - Michelangelo Buanarroti

# “What you’ve got is what you’ve got. What you do with it is who you are.” - RH

# “I liked their enthusiasm , their confidence, and the fact that they had built their business large enough to prove they had a good product and substantial market.” - RH

=== Twenty Four: Beware of the Bull Eye’s on your back ===

# “The bigger you get, the bigger the bull’s eye becomes.” - RH

# “This was a Competition, damn it, and i was in it to win it.” - RH

# “Its inevitable. If you set your goals high enough and meet them, you’ll paint a target on your back without knowing its there.” - RH

# “Don’t let envy and jealous from others deter you from aiming high in your work.” - RH

# “Jealousy grows out of insecurity, and theres nothing like an honest compliment to make people feel better about themselves.” - RH

=== Twenty Five: The Price of Success ===

# “It is impossible, after all, to separate your personal life entirely from your career. It is also foolish to try.” - RH

# “Easy? It’s never easy. It’s either vital to you, or its abandoned. You make the call.” - RH

=== Twenty Six: The Significance of Socks ===

# “Anyone can lift themselves up if they try hard enough” - RH

# “If a pair of new socks could make the homeless feel better about themselves, i could do something about it.” - RH

=== Twenty Seven: Keep Moving Forward ===

# “I like that phrase: the crucible of challenge. It confirms that none of us can avoid setbacks and failures from time to time. Since we cannot avoid failure, we should prepare ourselves to learn from it.” - RH

# “Failure at that point will do one of two things to us: it will force us to cower in a safe place where comfort becomes more important than achievement, or it will stretch the limits of our ambition, inspiring us to apply the lessons we learned from the failure.” - RH

# “Sometimes, among the dark and dingy corners of failure, we discover light flashing from a source we never knew about.” - RH

# “Just keep moving forward. Its the only way to go.” - Mary

=== END OF BOOK ===