we would like to go, and then we make sure we know where
we are now. We check out the distance between these two
points, decide our mode of travel, the likely obstacles we will
encounter, assess the cost and calculate the time required.
You do that every day, from a walk to the shops, a drive
to see Aunty Hilda, or a trek around the world. How many
times have you failed to reach your destination? Sure, there
are unexpected events – we bump into a chum for a chat,
there is bad traffic, or we get pursued by ravenous head
hunters, but I bet that you have almost never ever failed to
get where you wanted to go. In fact, you quite often overes-
timate the obstacles and come in early and under budget.
For the Aunty Hilda trip, we might employ the aid of
a road atlas. Imagine if it was written by a motivational
“How far is it to Aunty Hilda’s town?”
“It’s not as far as you think!”
“How do I get there?”
“By believing in yourself!”
“How do I plan the trip?”
“By positively visualizing yourself there!”
A road atlas like that wouldn’t remain very long in your
possession until it found itself a new career as kindling, yet
we tolerate that sort of rubbish in our business lives. When
we find ourselves betting our whole future and everything
we own on our enterprise, we cannot afford ‘ifs and buts’.
What is needed is a road map to success – and that is what
this book sets out to do.
We must see our pathway to business success in the same
way we see a journey. Where do we want to get to? Where
are we now? And what obstacles and landmarks do we see
along the way? The persuasive skills that we use change as
they are applied at different times and to different areas of
Staying with the concept of the journey for a moment,
a unique thing about human travel is that we have a fairly
clear idea of where we are at any moment in the journey.
The early mariners, when out of sight of land, expended a
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