HOW TO CLOSE A DEAL

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HOW TO CLOSE A DEAL by Joseph Tom Riach

The six in the morning glint in farmer Sandy Duncan’s eye was induced little by the watery, winter sun rising over the Grampian hills but much by the mischief occupying his mind. Thumbs entrenched in classic rural manner around the bib of his mucky dungarees and chewing on unlit clay pipe, he was leaning by the gate of his ‘bottom field’; that rough tangle of gorse and weed farthest from the farmhouse, lowest down by the stream and a veritable bog of sodden misery lying in wait for the unwary.

He turned his eye to the mud, gravel and pot-hole mosaic of track lurching upward from his lolling point and scanned narrow-eyed for his prey. A thin smile glanced his lips. His intended victim was to be yet another ‘pretentious, pinstripe-suited, city slicker’ lured at unholy hour to this ungodly spot by Sandy’s vague insinuation of ‘lucrative business to be had’, only to be waylaid in the stinking myre of Sandy’s midden and sent empty-handed on his way, a muddied, soaking and humiliated mess.

But as Sandy caught sight of the old and battered Land Rover weaving its way along the lane towards him, his eye-brows furrowed, the image of his perfect ambush wilted somewhat and his pipe sagged in his lips. What was this?

I pulled the Land Rover to a halt with a squelch and not unimpressive slither, smack in front of Sandy, threw open the door and jumped out. He was crestfallen to see that I wore knee-high wellington boots, denim jeans and a tatty Barbour jacket. Before he could say a word I fearlessly grabbed his sharn-spattered hand, shook it vigourously and proclaimed, “Good morning Mr.Duncan, this is quite some place you’ve got here. I’m told you have the finest beasts (cattle) in the glen. Can we go see them now?!” A canny pause while he scrutinized me thoughtfully, then a drawn out, “Aye, we can that.”

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Twenty minutes and a soggy sludge through the fields later we were close up and personal with his prize herd in the byre (cow-shed) and he was introducing me enthusiastically and in detail to each and every one of them. Bang! – Deal closed! Yet not a word of any potential business of any kind has been mentioned. We have just met.

The rest of the day passed with Sandy proudly showing me around the entire farm and concluded seated by the massive open range fire in the kitchen, his wife Janet prodding me with queries of my life and treating me to her freshly baked scones; my genuine and enthusiastic approval of which dealt conclusively with any possibility of opposition to any business proposal from that quarter.

The next time I visited Sandy, he and his wife welcomed me glowingly at the door of their farmhouse. The day passed with heaped servings of Mrs. Duncan’s hot girdle scones, mugs of farmyard tea and hilarious tales of city business executives whose pride, sanity and Armani suits Sandy had gleefully sabotaged during early morning rendez-vous in his bottom field.

Only as I was leaving did Sandy ask for the first time about ‘business’. We exchanged a few words, agreed a course of action and shook hands.

And that … is how to close a deal.

I am Tom Riach. I live and write in the sunny south of Portugal. I hope you enjoyed this sample of my work. Find all my current titles (novels and ‘personal achievement’) at Amazon, Barnes and Noble and other leading book stores. Click the image below.

“From every book written by Tom Riach you will gain unique insights to success, you will laugh, you will reflect upon your own character, and sometimes you will just sit in awe of his mastery of life, business and the simply written word.” – Randy Ireland, SFI Team Leader, Sulphur Springs, Arkansas

© Joseph T. Riach 1998-present. All rights reserved.

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WHAT’S YOUR VALUE?

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WHAT’S YOUR VALUE by Joseph Tom Riach

A young man went for a job interview. Among other things he was asked how much he expected to be paid for the work in question. Wishing to improve on his current earnings but not wishing to price himself out of the market, he quoted a figure which was twenty-five percent greater than his then present salary.

In due course he was awarded the new job and was cock-a-hoop at having won himself such a significant increase in earnings. Meeting with his new employer he expressed his excitement with the work opportunity afforded him and his satisfaction with the wage negotiated.

“Me too”, enthused his new employer, “I was prepared to pay you twice as much as that!”

The young man you see, had yet to learn to value himself sufficiently. He still saw himself as of lesser worth than his new employer’s valuation of him. None-the-less, in asking for the increased salary he had indeed raised his evaluation of his self-worth. So that was a start. But he had yet some distance to go in understanding and asserting his true value in the world. So … What’s your value?

Not in monetary terms, but as a person. How do you think others see you? Are they drawn to you or do they shy away? Their reaction is determined entirely by you. For it is how you view yourself that determines how others react to you. The lesson therefore is to think well of yourself.

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There’s more too it though than simply telling yourself ‘how wonderful you are’! You have to go deeper than that.

First you must know that you are true to yourself. This means being honest and listening to your good inner voices. Your conscience in other words. It is your moral compass, it determines your philosophy of life and value system. Act out publicly and fearlessly as it directs and you will be known as a person of truth and integrity in the wider world. Now that is true value!

The pay-off is that people will value you, who you are and what you stand for. Their confidence in you will bounce back to you in many ways, both spiritual and material. You may even receive a pay rise at work!

I am Tom Riach. I live and write in the sunny south of Portugal. I hope you enjoyed this sample of my work. Find all my current titles (novels and ‘personal achievement’) at Amazon, Barnes and Noble and other leading book stores. Click the image below.

“From every book written by Tom Riach you will gain unique insights to success, you will laugh, you will reflect upon your own character, and sometimes you will just sit in awe of his mastery of life, business and the simply written word.” – Randy Ireland, SFI Team Leader, Sulphur Springs, Arkansas

© Joseph T. Riach 1998-present. All rights reserved.

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THE SMARTEST SMOOCHER IN TOWN

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THE SMARTEST SMOOCHER IN TOWN by Joseph Tom Riach

Sam wasn’t a good looking lad, not by any stretch. His features were more car crash than Cruise, his physique more crisis than Christiano. In terms of intellect he was not only not at the races, he got lost on his way from the stables. And in the electric personality stakes he finished plumb last, a couple of A3s short of a torch beam. So what was it about him that made him irresistable to members of the opposite sex? Just what made him the smartest smoocher in town?

To say that this question persistantly perplexed his teenage contemporaries of the time (myself included) is indeed an understatement. We just could not understand his success with the ‘birds’ and, as time passed, his never ceasing and rapidly accumulating tally of conquests only instilled in us more and more confusion … and resentment!

But when confronted and had ‘the question’ aggressively put to him (in terms less than complimentary) it quickly became obvious that he had not the slightest idea of what we were talking about. He was oblivious to the fact that he was cornering the market in amerous encounters like a De Beers diamond dealer and certainly had no cleverly conceived strategy which he deployed. Only at the point of imminent physical assault did he desperately stammer,

“Look guys, all I do is ask!”

“What do you mean you ask?”

“Well … er … just that. I ask for what I want.”

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“You mean you just come straight out and ask a girl for … ‘what you want’?”

Much guffawing from the gang … followed by,

“I’ll bet you get a heck a lot of slaps on the face!”

Knowing smiles and nods of agreement … ‘until …

“Yes, I do. But I get a lot of ‘what I want’ too!”

Sam you see may have lacked physical appeal or personal charisma but he possessed an inherent talent infinitely more powerful (and more powerful again because he was ignorant he possessed it)! … Sam was smart. He accepted that there would be slap downs but understood that life delivers just what you ask of it, no more no less.

Do you have it in you to be the smartest smoocher in town?

I am Tom Riach. I live and write in the sunny south of Portugal. I hope you enjoyed this sample of my work. Find all my current titles (novels and ‘personal achievement’) at Amazon, Barnes and Noble and other leading book stores. Click the image below.

“From every book written by Tom Riach you will gain unique insights to success, you will laugh, you will reflect upon your own character, and sometimes you will just sit in awe of his mastery of life, business and the simply written word.” – Randy Ireland, SFI Team Leader, Sulphur Springs, Arkansas

© Joseph T. Riach 1998-present. All rights reserved.

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THE SCHOOL OF HARD KNOCKS

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THE SCHOOL OF HARD KNOCKS by Joseph Tom Riach

In my early teens, my form teacher at school, exasperated beyond reason by my notoriously errant behaviour, prophetically declared to me, “One night you’ll be taken down a dark lane and given a good beating!” He would soon be proved right … both actually and figuratively.

I never sought sense. Neither indeed wisdom. The crumbs of each which have come my way were delivered rather than ordered. Many by way of blows.

Life’s daily barrage of straight lefts taught me caution and respect, the hooks and crosses tolerance. Humility came courtesy of the jarring uppercut of failure. With it I learned to take life on the chin. Then there were the body blows. The sickening mid-riff thuds of family deaths, loved ones gone, no redemption.

Yet I learned to hang on when hurt, bob and weave when pressured, deliver a low blow when desperate. I was saved by the bell more often than I deserved but was carried unconscious from the ring too.

At those times I was brought back from the edge, revived and restored by improbable allies. Friends and colleagues oft neglected, mysterious strangers, angels of mercy. And the simple hand of friendship proffered by well-wishers more worthy by far than I.

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Each time I recovered, I came back stronger than before – my resolve undiminished. Enhanced in fact through the unconditional support of those who nursed me through the hard times. I learned that with pain comes gain. For that reason I’ll be in the ring again today … and tomorrow … and the day after.

You see I have an obligation to my schools. Both the one of my teen years and the other which no-one applies to attend but where all are accepted and awarded lifetime scholarships. In this latter school pupils get kicked around a lot, get sense knocked into them. Graduation may take place down a dark lane.

But it’s the best school in the world. It’s the school of hard knocks!

I am Tom Riach. I live and write in the sunny south of Portugal. I hope you enjoyed this sample of my work. Find all my current titles (novels and ‘personal achievement’) at Amazon, Barnes and Noble and other leading book stores. Click the image below.

“From every book written by Tom Riach you will gain unique insights to success, you will laugh, you will reflect upon your own character, and sometimes you will just sit in awe of his mastery of life, business and the simply written word.” – Randy Ireland, SFI Team Leader, Sulphur Springs, Arkansas

© Joseph T. Riach 1998-present. All rights reserved.

THE ROAD TO JOYFUL LIVING! 

How to Make A Smile Your Calling Card and Live A Life of PURE JOY!    

   A NEW YEAR – A NEW ROAD!

WHAT is self-improvement? WHY work at it?

I have spent a lifetime addressing just those questions. First from the perspective of my business and commercial activities, then in my personal life too. 

   I realised early on in fact, that the principles and practices of successful living apply equally in both personal and entrepreneurial pursuits. Get it right in one and you’ve got the winning formula for the other. Create a happy life for yourself and you’re well placed to help others to create happy lives too. Lives based on the simple principles of free thought and the power of self-determination which I myself practice. 

   It is these characteristics which I emphasise in vivid fashion in my latest book in my ‘successful living’ series. 

   In The Road To Joyful Living, I set out to encourage, inspire and amuse you with my gloriously original views on self-improvement. With my trademark blend of real life experiences, professional insights, personal views and fun stories, I identify exactly why and how personal development will work for you! 

   But the book is more than just another guide to the principles and practices of self-improvement. It is quite different. Exceptional in fact. Why? 

   As an entrepreneur, I do not deal in theory. I’ve been involved in a host of trade sectors, an encyclopedia of different enterprises and just about every self-employed situation imaginable. These experiences brought me into close and personal relationships as an adviser and confidant. I saw first hand how decisions and strategies relative to people’s businesses impacted on their personal lives and vice versa. I learned that clients valued my input as much, or more so, for how it would influence their personal lives and relationships as for the commercial considerations. They valued my integrity and sought my counsel on that basis.

It is these experiences of helping people to live at greater peace with themselves and in harmony with the world which lie at the heart of The Road To Joyful Living– and inspired me to write it. 

   As I write with the authority of one who has ‘been there, seen it, done it’, I know that bettering yourself should, first and foremost, be an enjoyable endeavour. I assert that it makes simple sense to make fun and enjoyment central to your existence; not a peripheral experience to fit in occasionally or when other demands permit. I insist therefore that you be generous and have fun while working to improve yourself! I urge you to do just that, every minute of every day and in everything you do! 

   My motto is to, “Live life, laugh and love!” – and become a better person as a result. The Road To Joyful Living shows you how.  

   This is a serious book of course but I’ve made it an entertaining and fun read too. I believe that you’ll love it. I’ve been told that there’s no other book on the subject comes close to matching my unique take on life. As D.M. (full name available) of San Antonio, Texas enthuses – “ … as good, or better, than any of the books I have read by the so called ‘masters’ of personal development and success books/training.”

I am Tom Riach. I live and write in the sunny south of Portugal. 

Claim your personal copy of ‘The Road To Joyful Living’ – by clicking on the image below.

Joseph Tom Riach, Author – Paperbacks and Ebooks for sale on Amazon

THE ROAD TO JOYFUL LIVING  is an original copyright Tom Riach feature.
I hope you enjoyed this promotional article and found it to be of value.
To learn more please visit me on my Author Page.
See you there! Regards, Tom.

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© Copyright Joseph T.Riach 1998-present. All rights reserved.