To my shame, I had never thought to ask anything of the future, and yet woke each and every day embittered because it was never what I needed it to be.
The ability to take another perspective has become one of the keys to both sales and non-sales selling. And the social science research on perspective-taking yields some important lessons for all of u...
Allowing yourself to be a conduit for opportunity requires a brand new outlook on life. Lady fortune cannot enter a locked door, you know. And contrary to that well known saying, she has rarely been k...
For some reason salesmen spend most of their time asking questions they already know the answers to. They rarely ask to discover anything new.
Science has yet to isolate the Godiva Chocolate or Prada gene, but that doesn't mean your weakness for pricey swag isn't woven into your DNA. According to a new study of identical twins, it's less TV...
Success does not judge one man for being worthy above another. Success doesn’t choose you because of your family name or existing wealth.
I must turn myself around so that I am viewing life as my prospects see it. Only then can I start addressing their issues, help to prevent their pain, and advise on solutions to their problems.
It has been my experience that around half of those offering a product or service, in every line of business, are quite utterly useless. Some of them actually bordering on criminal. The remainder are...
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!
You – help - people. You are an expert in your field, who genuinely helps other human beings. Take pride in that, stop hawking your wares, and get a bit of respect for your profession, and earn some f...
The quality of the problem that is found is a forerunner of the quality of the solution that is attained. It is in fact the discovery and creation of problems rather than any superior knowledge, techn...
I now know that success can not choose me. It is waiting on a path that I must walk. In truth, it waits there for everyone.Many do not know where the path begins. Some search for a shortcut to the end...
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
Success would be a fairly boring and uninspiring dish if anybody could create it with a single ingredient, however difficult that ingredient was to find. No, success has several layers to its pallet....
That’s what marks out the successful from the nearly-rans. Focusing on what makes people itch rather than continuously presenting an entire catalogue of scratches.
I am aware that it can be easily missed, but once you have the ability to uncover and clarify real needs – the things that really matter - you can discuss in detail how you meet each and every one
If you have designed your last day on earth, if you have decided how you wish to be thought of on your deathbed, only then can you start to plot a course to that point, to your ideal final destination...
Modesty be damned!
Success does not judge one man for being worthy above another. Success doesn’t choose you because of your family name or existing wealth.Success is taken by the man, who has made himself ready for its...
Sales are contingent upon the attitude of the salesman - not the attitude of the prospect.
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