Listening is a discipline. It’s all about being present at that moment in time.
Make sure everyone, who works with you or for you, feels the need to tell others about the incredible experience.
Mark my words. Perception is reality and how someone perceives you is their reality.
Men constantly miscalculate what they can do in a day, and grossly underestimate what can be achieved in a year.
Modesty be damned!
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...
Moving continuously forward doesn’t necessarily get us to where we want to be, just somewhere other than where we started.
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...
No one ever reached the top of a mountain by digging underneath it.
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
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.
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.
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
Sometimes, if you get too close to a subject you can miss what’s most important.
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