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...
Listening is a discipline. It’s all about being present at that moment in time.
(p. pr. & vb. n.) of Sell
Mark my words. Perception is reality and how someone perceives you is their reality.
Most people haven’t set themselves any course with regards to their life. They have no idea whether or not they are being blown in any useful direction whatsoever. They are just at the whim of whereve...
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.
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...
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...
Sometimes, if you get too close to a subject you can miss what’s most important.
Speaking from the heart is simple. Listening wholeheartedly, however, is much, much more difficult and most rare.
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...
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....
The commitment gap is the massive distance between yes and maybe
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...
There can be no success in sales without tenacity.
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.
Until you take the first step forward, failure remains reassuringly impossible.
We all need salespeople who deliver value that wasn’t there before they arrived.
We must design how we wish to be perceived, and then we must work even harder to continuously recreate and re-evaluate that perception.
Well, at the risk of sounding a bit harsh…I think we can safely say that your recent successes could have just as easily been achieved by a mute monkey in a tiny business suit, holding up a written ex...
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