Plan your work and work your plan” we used to say in my first Silicon Valley sales job. Identify the steps you need to take to get where you are going. Without a map who...

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...

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...

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.

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?

Customers expect salespeople to stimulate the sales process, to ask the right questions and finally to ask for their business. When this initiative or confidence is lacking, no matter how much they like you personally,...

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

Successful selling begins with listening. Your job when you are in front of the prospect is to ask questions and then listen to the answers. Take copious notes about what they tell you; what they...

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

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...

They lived off each other’s hypocrisy, fuelling a worthless market of trash.

Everything you desire is always just outside your comfort zone, dear boy. If it wasn’t you would already possess it, would you not?

Give me a person who sincerely wants to commit themselves to being a salesperson, and put them on my team and I will give you a hero. That has always been my mindset as a...

The vast majority of the populace would never think of setting themselves any deadlines for the achievement of their dreams. They may have a vague notion they will get older and that one day they...

For some reason salesmen spend most of their time asking questions they already know the answers to. They rarely ask to discover anything new.

No one ever reached the top of a mountain by digging underneath it.

If you wish to sell to anyone you must earn the right to do so.

In business presentations, positive impressions can help make a sale or win over an audience.

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...

Over the years since that time I seemed to fall back into sales as a mainstay of existence of some kind, and I have learned many valuable lessons along the way. It has not always...

Could trying your hardest, but never being quite good enough ever be acceptable to anyone? Is that what your dreams are made of?

Why do so many salespeople talk to customers about the product and not the result?

You have your whole life to become what you wish to become. As long as we know where we are going, we can prepare ourselves for the journey. That which is currently beyond your capabilities...

I shall not waste any of our brief time together flattering your ego, as others have done before, with all this nonsense about skills and talents that do not help, or worse, that you do...

You cannot win everyday, but make sure u win, at-least once in a while.

Did you sell to them or did you simply facilitate their buying from you, hmm? Very different scenarios, my boy, very different indeed.

Is the competition really some mythical beast? No, not really. Knowing how to play your group of salespeople as a team, to overcome the group objective of winning the customers support, is the objective. The...

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...

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...

Can a farmer plants his seeds and then demand the crops to grow before harvest?

Remember this. We are always looking for problems to solve, and to solve problems we need to be ready for clues. And you will never be in the receiving frame of mind if you –...

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

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. This is...

However, more important to all of that: the players played the game as a true team. There are many teams in baseball, but not all play as a team. Many merely play as a group...

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...

That’s what marks out the successful from the nearly-rans. Focusing on what makes people itch rather than continuously presenting an entire catalogue of scratches.

If you put in the effort and focus towards a goal, you will get there quicker than most.

You can’t know what you don’t know

Born to sell 🙂

Allowing yourself to be a conduit for opportunity requires a brand new outlook on life. Lady fortune cannot enter a locked door, you know. And contrary to that well known saying, she has rarely been...

Salespeople move an economy of a nation. Someone could have invented the most amazing invention that is going to be a revolution for a planet, but that product goes nowhere unless someone sells it to...

Dreaming and becoming are completely separate parts of the process. However, they are both as important as each other. Never discount how powerful your dreams are. If you cannot visualise what it is you wish...

You – help – people. You are an expert in your field, who genuinely helps other human beings. Take pride in that, stop hawking your wares, and get a bit of respect for your profession,...

You cannot become something new without putting in the appropriate effort, can you? Just as a seed cannot grow into an ear of corn without the appropriate time, sunlight, water, and care.

If I can make you feel the same way that I feel about my product or service we’ll have a meaningful conversation about it and how it can help. The trouble is that most sales...

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...