No, I’m afraid your overconfidence, as with most young men who dream of becoming successful, can quite quickly become the Achilles’ heel of your continued mediocrity
Obvious? Possibly. Sometimes, common sense is only obvious once you have been shown it to be so. Only after a shortcut has been revealed is it an obvious time saver. Before that, it had remained compl...
One of the biggest problems with your average sales call is that the salesman doesn’t know what he is trying to achieve. He hasn’t worked out the end of the journey. So he sets off and just hopes he w...
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
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...
Respect, wealth, property, friendship, even love. Did I expect to simply fall over each of them as I strolled aimlessly through the years? Was I expecting my whole life to be some form of lucky accide...
Sceptics are persuaded by a good reputation, for it is an unspoken statement of proof.
So open questions to understand. Closed questions to confirm and gain commitment.
Solving the problem means helping the customer to understand why you’re the best person for the job
Steve's sales pitch on the NeXT operating system was dazzling, according to Amelio. He praised the virtues and strengths as though he were describing a performance of Oliver as Macbeth.
Success is taken by the man, who has made himself ready for its arrival.
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.
The fact that you wish to become extremely successful must mean that you currently do not see yourself as such. Therefore, you need to change. The question you should be asking is what do you need to...
Think about it: if someone had found a way to manipulate human choice and free will – if someone actually had that kind of power – wouldn’t it be a tad surprising if they then decided to share their s...
This next nugget of salesmanship cannot be perfected in a single afternoon. However, once you have it mastered, your competition will continuously believe you possess some mystical customer attracting...
Trust me. In a very short time, you will become sought out by those in your network. Initially for your sound advice, but soon after as a provider of service. Few people seek advice about a subject th...
We all desperately need brilliant sales professionals far more than ever before – to help us, guide us, keep us informed and stop us from making diabolically stupid buying decisions.
What he wasn't so good at was manipulating the internal states of other humans, getting them to see things his way, do things for him. His baseline attitude toward other humans wass that they could al...
Why do so many salespeople talk to customers about the product and not the result?
You are discovering the conversation that the customer wants to have, instead of the dreadfully limiting presentation you would have given him. And in doing so, you can help him to make a truly wonder...
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