If you have designed your last day on earth, if you have decided how you wish to be thought of on your deathbed, only then can you start to plot a course to that point,...

I must turn myself around so that I am viewing life as my prospects see it. Only then can I start addressing their issues, help to prevent their pain, and advise on solutions to their...

My intention was, only, ever to help you see the light shining brightly in front, and inside, of you.

The confidence felt, when dealing with genuine reputation, often outweighs the simplicity of price.

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...

Moving continuously forward doesn’t necessarily get us to where we want to be, just somewhere other than where we started.

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

Success does not judge one man for being worthy above another. Success doesn’t choose you because of your family name or existing wealth.

I will design myself a reputation, in which prospects can place their trust, and customers return to and recommend.

If your doctor told you that you needed immediate surgery could you perform it yourself?

maybe man” into someone whose future success lies completely in his own hands.

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...

Spend your time designing the greatest reputation a man could possess.

From today onward, you will learn how to become evangelical about the many ways you help people.

Unwittingly, I have sailed through my entire life, so far, with neither direction nor destination.I had a vague instinct to reach dry land every once in a while for supplies, but never anything more than...

It’s your own personal statement of who you want to become, based on how you wish to be remembered.

I will ask questions that are so wide and open they will feel the need to speak for a week. Then from the information that they give to me, I will mould solutions designed specifically...

Finding happiness by delivering it.

Who would be willing to put up with less than the desired result, if they could afford to have it done properly?

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 hour...

Trust me. If you do not decide where you are heading, and refuse to take the appropriate action, you will end up being shaped into what others would have you become. Then any change will...

I have been like a mediocre concert pianist playing in front of a tone-deaf family, who applaud out of duty rather than for accomplishment.

Allowing yourself to be a conduitfor opportunity requires a brand new outlook on life. Lady fortunecannot enter a locked door, you know. And contrary to that wellknownsaying, she has rarely been known to knock

Tell your good news as an evangelist would. Do so with a passion driven by a need to help and solve problems that some people didn’t even know they had.

You will never change a prospective customer’s mind, my boy. There is a chance that he might make a new decision if enough reliable evidence comes his way, but to do that he has to...

And by making that plan you have differentiated yourself from more than ninety percent of the population. You are one of the few, who has a clear direction, a decisive plan of action.

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.

Destiny and fate are of one’s own making, and riches and happiness are rarely found at the end of an easily-traversed path.

His belief is so passionate that it fills him with the burning desire to share his fabulous news with anyone who will listen. He is concerned that it is us that might be missing out,...

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.

You know, I have never met a young man who recognises the true value in this exercise, and yet I have met hundreds of old men who wished someone had shared it with them in...

But without a need, even the finest piece of beef is merely a piece of dead bull is it not?

Like an ant, I will find my way round any obstacle. Like a child, I will persevere with pinpoint focus.

How we feel about those we give our business to is of vital importance.

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.

People submit too easily to change from others. And yet, for some reason, whenever they consider changing themselves, the focus is always on what they are giving up, never what they are about to gain

No longer will I measure myself against competitors, who don’t even know that a race is being run. From now on, I will measure myself against the man in front of me. I will measure...

Quite so. Quite right. And yet human beings, who dream ofbecoming more successful often fool themselves into believing thatit can happen without changing a single thing about themselves.They believe that success is some mysterious external...

I will look the part. I will act the part. I will deliver that which I have promised to deliver.

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...

You truly help people with the things that you sell. Once you are aware of that vital piece of information every demonstration, every presentation, every transaction will be delivered with a light shining from your...

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 formula

What you deserve will be down to you, and you alone.

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....

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...

You can only see your current horizon. Every time you move nearer to your desired destination, new horizons will become clear. New, previously hidden, opportunities will come into view.

It has been my experience that around half of those offering a product or service, in every line of business, are quite utterly useless. Some of them actually bordering on criminal. The remainder are split...

Everything would have been for nothing just because I simply didn’t listen.

What is the true cost of a purchasing decision that goes wrong?

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...