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CHAPTER 2 THE SUCCESS FACTORS OF MILLIONAIRE ENTREPRENEURS

if you don’t like to sell and market, you will never succeed in
business. Time and again I have found that it is not the
company that offers the best products that succeeds. Rather,
it is the company that is better at sales, marketing, branding
and promotion that will beat the competition.

IBM became the world’s most successful computer company
not because it has the best machines, it was because its
founder, Tom Watson, was a brilliant salesman and built the
most powerful sales force at the time. McDonalds does not
sell the best hamburgers, but it is so much more successful
than Burger King (who has much better tasting burgers) simply
because the founder Ray Kroc was a super salesman and
passed on these skills to his people.

As the business owner or CEO of the company, you have to
love and be great in selling. You must have the ability to sell
your vision to your staff, sell your business to investors, sell
your brand to your customers and sell your ideas to your
managers. You are going to learn insights to become a sales
and marketing genius in chapters 5 and 6.

5) Money Management
The fifth skill is the skill of managing money. Again, this
is something that I find many wannabe entrepreneurs
feel uncomfortable about and, even worse, they are
ignorant about this key skill, which can make or break the
business instantly.

Once, I consulted with an ex-teacher who had started a child-
care business and was going through a lot of financial
difficulties. When I told her that she had to study and track
her sales, costs, receivables and margins on a weekly basis,
she said that she had no interest in numbers. Her passion

62 SECRETS OF BUILDING MULTI-MILLION DOLLAR BUSINESSES