Customers do not want a lecture from you and they certainly don’t want some juvenile in a bad suit forcing his wares upon them

TeleCaller’s (cold calling) job is similar to sniper’s, wait patiently for the Right Party Connect/Target and make no mistake.

Modesty be damned!

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...

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...

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...

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

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...

You are discovering the conversation that the customer wants to have, instead of the dreadfully limiting presentation you would have given him. And in doing so, you can help him to make a truly wonderful...

Born to sell 🙂

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...

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

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...

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...

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 now know that success can not choose me. It is waiting on a path that I must walk. In truth, it waits there for everyone.Many do not know where the path begins. Some search...

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.

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?

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

Know this about yourself: there is only one reason professional salespeople lose orders– they are outsold.

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

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...