Mark my words. Perception is reality and how someone perceives you is their reality.
Listening is a discipline. It’s all about being present at that moment in time.
(p. pr. & vb. n.) of Sell
Like the evangelist, I will shine with the light I have been shown, recognise that I have the ultimate solution for all my prospects, nurture that feeling deep within, and repeat the words to myself e...
Like an ant, I will find my way round any obstacle. Like a child, I will persevere with pinpoint focus.
I’ll record what I’ve learnt on the subject of what I sell. What it actually is means little to anyone other than me, but what it does and how it helps, means everything to those who require it.
It’s not how I view being a salesman. It’s how I live being a salesman.
Now you learn about the greatest tool available to any salesman. I’m going to give you an introduction into something that will help customers recognise the value of your offer all by themselves.
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.
In short, the difference between you and your doctor is that he has a well-designed reputation and you do not.
If your doctor told you that you needed immediate surgery could you perform it yourself?
If you don’t earn their trust at the beginning, they sure as hell won’t trust you with their money at the end.
If customers don’t trust you to help them at the beginning of the sales process, they certainly won’t trust you with their money at the end of it.
Seeking those elusive individuals is like mining for rare gems. It will take hard work, patience, and a persistent attitude. To find that rich seam of colourful stones, you will have to chip through d...
Simeon had to agree that his future plans, although quite grand, were like pictures painted in fog. Nothing he could put his finger on. No dream ever remained unchanged long enough to take on any weig...
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
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...
You see continuous movement is the important thing here. Those who remain in one position and then lie to themselves about their progress are the ones in real trouble.
There can be no success in sales without tenacity.
The reward for living my life in this manner? An existence like that of a seagull picking up scraps from the back of a fishing boat. Surviving day to day. Nothing left for tomorrow and no idea what to...
The advertisers who believe in the selling power of jingles have never had to sell anything.
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