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...

So open questions to understand. Closed questions to confirm and gain commitment.

Actors need a kind of aggression, a kind of inner force. Don’t be only one-sided, sweet, nice, good. Get rid of being average. Find the killer in you.

How do I go about cataloguing my dreams?

It’s not how I view being a salesman. It’s how I live being a salesman.

Men constantly miscalculate what they can do in a day, and grossly underestimate what can be achieved in a year.

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

We live on a world where if you run straight away, without turning, you return to your point of origin. So much energy can be saved and time, by dealing with the point, at its...

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...

Get on top of the obstacles and they become vantage points.

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...