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...
Great selling involves helping people to make great buying decisions.
Asking the appropriate questions means understanding exactly what your customer is trying to achieve
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...
How do I go about cataloguing my dreams?
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...
Executing the solution means gaining customer commitment and delivering on your promises
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...
You can’t know what you don’t know
Why do so many salespeople talk to customers about the product and not the result?
It’s your own personal statement of who you want to become, based on how you wish to be remembered.
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.
Solving the problem means helping the customer to understand why you’re the best person for the job
Customers get exactly what they need, while you hit your sales targets and become incredibly successful – fair deal.
If you wish to sell to anyone you must earn the right to do so.
But without a need, even the finest piece of beef is merely a piece of dead bull is it not?
When things get tough, remember this mariner’s star. Bring to mind that everything external is designed as a challenge. A test sent to ensure you are actually worthy of acquiring your goal and reward....
No one ever reached the top of a mountain by digging underneath it.
Men constantly miscalculate what they can do in a day, and grossly underestimate what can be achieved in a year.
It’s not how I view being a salesman. It’s how I live being a salesman.