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...
You can’t know what you don’t know
Ready? No one is ever ready, my boy. But some do what they plan to do and some never will. The difference between the two is that the first group understand that they need to start somewhere, so they...
Plans are easy to make, dreams are easy to dream. But putting your back into it? A little bit of hard graft and discipline? That is just too scary and far too much effort for the masses
Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on.
Currently, you are approaching each opportunity with a single possible outcome and when that doesn't happen you fool yourself that there was nothing more that you could have done.
Executing the solution means gaining customer commitment and delivering on your promises
Why do so many salespeople talk to customers about the product and not the result?
What's on your billboard?
Sometime in the future, when business slumps and there appears to be no solution in sight, you will hear others moaning about and blaming the things that are completely out of their control, wasting h...
The only time you have is the where and when of right now. There will always be good times, bad times, hard times, and complete disasters. However, there is no other option but to be where you are, wh...
Solving the problem means helping the customer to understand why you’re the best person for the job
In many instances, the words sell and influence are completely interchangeable.
Customers get exactly what they need, while you hit your sales targets and become incredibly successful – fair deal.
It’s not how I view being a salesman. It’s how I live being a salesman.
If you wish to sell to anyone you must earn the right to do so.
All these ships are currently safe at anchor but that is not what they were designed for is it? Your job is not to remain anchored and safe. Your job is to move closer to your destination at every att...
No one ever reached the top of a mountain by digging underneath it.
It’s your own personal statement of who you want to become, based on how you wish to be remembered.
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...