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Crunch Point This page intentionally left blank Crunch Point The 21 Secrets to Succeeding When It Matters Most Brian Tracy American Management Association New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco Shanghai • Tokyo • Toronto • Washington, D.C. Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Tel.: 212-903-8316. Fax: 212-903-8083. Website: www. amacombooks.org This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Tracy, Brian. Crunch point : the 21 secrets to succeeding when it matters most / Brian Tracy. p. cm. Includes index. ISBN-13: 978-0-8144-7371-9 ISBN-10: 0-8144-7371-7 1. Success in business. 2. Entrepreneurship. I. Title. HF5386.T81413 2007 658.4⬘09—dc22 2006015404  2007 Brian Tracy. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10 9 8 7 6 5 4 3 2 1 To those brave men and women, champions of enterprise, builders of families and friendships, risk takers on the turbulent seas of life, who boldly go where no one has gone before, and never give up. You are the empire builders, the true movers and shakers of society upon whom we all depend. Long may you endure! This page intentionally left blank Contents Introduction 1 Chapter 1 Stay Calm 6 Chapter 2 Be Confident in Your Abilities 11 Chapter 3 Dare to Go Forward 14 Chapter 4 Get the Facts 18 Chapter 5 Take Control 22 Chapter 6 Cut Your Losses 27 Chapter 7 Manage the Crisis 31 Chapter 8 Communicate Constantly 35 Chapter 9 Identify Your Constraints 41 Chapter 10 Unleash Your Creativity 45 Chapter 11 Focus on Key Result Areas 50 Chapter 12 Concentrate on Priorities 55 vii viii Contents Chapter 13 Counterattack! 59 Chapter 14 Generate Cash Flow 63 Chapter 15 Care for Your Customers 68 Chapter 16 Close More Sales 74 Chapter 17 Keep Things Simple 80 Chapter 18 Conserve Your Energy 88 Chapter 19 Make Your Connection 94 Chapter 20 Character Is King 99 Chapter 21 Pull It All Together 105 Index 111 Crunch Point