I have set my mind to make sure I am prepared to accept success, whatever the trials ahead, whatever the work required.

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.

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

What’s on your billboard?

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...

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

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 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...

Selling is a voyage of persistence, courage, and determination. Stay the course and you may hoist the sale.

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...

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

I see what I have to become and I recognise the time it will take.

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...

Dreaming of being on Moon cannot get you there. It requires a focused & intelligent effort to achieve what you Dream.

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...

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.