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There's an old story that has been passed down through the years about an incident that happened to Andrew Carnegie. It was at the beginning of the industrial revolution and Carnegie was modernizing his steel mills by implementing steam power. He had invested over a million dollars to take advantage of the increased output this new technology offered.

After he had retrofit his mill, there was a problem. When it was powered-up, nothing happened. Andrew was in a panic. A close friend of his said that he knew someone who could probably help, so he was called in immediately. When the man arrived, he began "listening" to each valve in the system. First he would listen, then he would lightly tap on the valve and listen again, then he would move on to the next one and repeat the process.

After about an hour, he came to a new valve, he listened, then tapped, then listened again. Then he pulled out a large ball peen hammer and gave it a good rap. All of a sudden everything started firing up. He had found the problem and fixed it. Needless to say, Carnegie was ecstatic. He asked the man how much he owed him and the man replied: "$10,000"

Carnegie was furious. $10,000 was quite a large sum back then, and he refused to pay it. "You were in here for an hour and all you did was tap some valves and rap one of them really good." he said. "How can you justify $10,000?" "I'll tell you what, if you can send me a bill "detailing" why it cost $10,000 I'll pay it." "Otherwise, forget it" The man said that would be fine.

About a week later, Carnegie was going through his mail and came across the invoice from the man detailing his work. The invoice simply read: "Tapping valve with hammer - $1.00" "Knowing where to tap - $9,999.00" Carnegie paid the invoice.

The point I'm trying to make here is that we all have a particular talent, skillset, or knowledge that has value. Some do not recognize it as having value, but it does none the less. Find yours and use it. You won't be disappointed. If you need help in other areas you're not familiar with in order to make it happen, use the resources listed below.

How to Negotiate

  • Negotiation Skills Handbook Adobe Download
  • Interpersonal Negotiation Skills Adobe Download
  • Negotiation Skills Adobe Download
  • Adult Personal Conflict Style – Early Version of Thomas Kilmann Conflict Test HTML Link
  • Sharpening Your Selling & Negotiating Skills Adobe Download
  • Negotiation Skills Adobe Download

Consultative Selling How-To's

  • Why Salespeople Fail – Sandler Selling System Adobe Download
  • Maverick Selling – ThoughtLeaders Adobe Download
  • Consultative Sales Power Adobe Download
  • The Future Salesforce – A Consultative Approach Adobe Download
  • The Evolution of the Seven Steps of Selling Adobe Download
  • The Three Roles of A Consultative Salesperson Adobe Download
  • Rethinking the Sales Force Adobe Download
  • Consulting Sales and Sales Training – (62 pages) Adobe Download

eMarketing How-To's

  • New Rules of Viral Marketing Adobe Download
  • An Introduction to Internet Marketing Adobe Download
  • How Companies Are Marketing Online – A McKinsey Global Survey Adobe Download

Writing For the Web How-To's

  • Web Writing Adobe Download
  • Writing Well for the Web Adobe Download

Organizational Behavior How-To's

  • Review of Organizational Behavior Adobe Download
  • Organizational Behavior & Management Adobe Download
  • Organizational Behavior & Management Adobe Download
  • Organizational Citizen Behavior Adobe Download
  • What is Organizational Behavior Adobe Download
  • Organizational Behavior Management Adobe Download
  • Organizational Behavior Conflict & Negotiation Adobe Download
  • Organizational Behavior Opportunity Adobe Download
  • Seven Tips for Managing Organizational Change Adobe Download

Risk Management How-To's

  • Enterprise Risk Management Adobe Download
  • Risk Management Adobe Download
  • A Risk Management Standard Adobe Download
  • Risk Management – Basic Risk Theory Adobe Download
  • Risk Management Adobe Download