Habits are familiar and comfortable, putting our reactions on autopilot and often leading us, instead, to great discomfort.

If we stay where we are, where we're stuck, where we're comfortable and safe, we die there... When nothing new can get in, that's death.

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 who require it.

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

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, and earn some...

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.

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 meet each and every one

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

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...

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.

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...

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...

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

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

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...

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 not actually...

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 – never – shut - up!

You can't know what you don't know

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

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 up a written...

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

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 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 for a shortcut to the...

Success does not judge one man for being worthy above another. Success doesn't choose you because of your family name or existing wealth.Success is taken by the man, who has made himself ready for its...

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 myself against a...

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

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

The fact that you wish to become extremely successful must mean that you currently do not see yourself as such. Therefore, you need to change. The question you should be asking is what do you need to...

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....

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...