Where he comes from, the education he has received, his family history, his wealth, they matter not a jot, but the perception he conveys - that my, boy, is the key. If they believe he belongs - that h...
Why do customers (and that includes you and me) find it so difficult to recall more than a couple of occasions when they felt that they were treated exceptionally by the salespeople who dealt with the...
What companies want most from their managers is what they most stop their managers from giving. What managers want most from their jobs is what they most stop themselves from getting.
You can’t know what you don’t know
You cannot become something new without putting in the appropriate effort, can you? Just as a seed cannot grow into an ear of corn without the appropriate time, sunlight, water, and care.
Ignore the people who say that the sales industry needs to become professionalised: it already has.
True leaders live their values everywhere, not just in the workplace.
If you honestly know how you help people, then you should become passionate about sharing it, spread the good news, give everyone a chance to share in the solutions that you can provide.
The purpose of leadership is to change the world around you in the name of your values, so you can live those values more fully.
If you don’t earn their trust at the beginning, they sure as hell won’t trust you with their money at the end.
If customers don’t trust you to help them at the beginning of the sales process, they certainly won’t trust you with their money at the end of it.
The myth of management is that your personal values are irrelevant or inappropriate at work.
So you can speak, can you? Well, that’s going to stand you out from the rest of the crowd, isn’t it? No. Sorry, my boy. The ability to speak does not a salesman make
Don't allow your imagination to colour events as lesser men would, and see movement in motionless things.
Remember this. We are always looking for problems to solve, and to solve problems we need to be ready for clues. And you will never be in the receiving frame of mind if you – never – shut - up!
Speaking from the heart is simple. Listening wholeheartedly, however, is much, much more difficult and most rare.
You can’t plough a field by turning it over in your mind. Either you get out there and plough it or it doesn’t get done.
In the past, I have bargained myself away, believing that price was more important than cost, quality, reliability, or reputation. In the past, I was clearly wrong.
Young man, your problem and the reason so many like you fail, is simply because you allow yourself to give up far too early.
As soon as I can find the courage to put my plans to action, I will turn from being a maybe man into someone whose future success lies completely in his own hands.
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