Moving continuously forward doesn’t necessarily get us to where we want to be, just somewhere other than where we started.
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
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.
Asking the appropriate questions means understanding exactly what your customer is trying to achieve
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.
If you wish to sell to anyone you must earn the right to do so.
Why do so many salespeople talk to customers about the product and not the result?
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...
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.
Modesty be damned!
It’s not how I view being a salesman. It’s how I live being a salesman.
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...
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.
The only way to have great customers is to be one.
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...
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....