In the past, I have bargained myself away, believing that price was more important than cost, quality, reliability, or reputation. In the past, I was clearly wrong.
As soon as I can find the courage to put my plans to action, I will turn from being a maybe man into someone whose future success lies completely in his own hands.
(p. pr. & vb. n.) of Sell
In this world there are those who enjoy giving people balloons and there are those who take great pleasure in popping them. And I wish to be remembered as being firmly in the first party.
And so it must be with the energy you muster for your own work. Get out there and convert the unconverted. Save them all from the charlatans and the nearly-men.
If you honestly know how you help people, then you should become passionate about sharing it, spread the good news, give everyone a chance to share in the solutions that you can provide.
22% of current business-to-business salespeople will be replaced by search engines within the next five years.
You can’t plough a field by turning it over in your mind. Either you get out there and plough it or it doesn’t get done.
The ability to close sales effectively has never been confined to the last few moments of the conversation.
In the past, I have all too often listened without hearing, asking questions when I had no intention of hearing the answer or understand my customer’s requirements.
This is how you must be. You must become as evangelical about your promised outcome as he is about his. You must believe that you, and you alone, have the solution to your prospects problems. Even if...
Until you take the first step forward, failure remains reassuringly impossible.
It has nothing to do with the time being right or wrong. Storms just happen.
A gentleman of ambition is aware of the people he wishes to be associated with both socially and commercially. He knows that moving through different levels of society is akin to stepping through diff...
Earning the Right is a commitment to be the sales professional that your customer really needs
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.
No one can mock your meagre achievements or inability to accomplish the simplest of tasks, if they remain figments of your imagination. You can revel, again and again, in the glory of a fairy tale doo...
For all salespeople - Driving around and talking to people for a living, with no recognisable return for the time or money spent by your employer - is a job description that belongs in the past.
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 may have an overall target to achieve with each prospect, but if you are going to have an ideal outcome for each call, should you not also have a tolerable outcome to fall back on? Something you a...
Moving continuously forward doesn’t necessarily get us to where we want to be, just somewhere other than where we started.