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 completely unknown to everyone but the enlightened. You...
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 between two camps, the acceptable and the ex...
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
For some reason salesmen spend most of their time asking questions they already know the answers to. They rarely ask to discover anything new.
If you wish to sell to anyone you must earn the right to do so.
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
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.
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 from your prospects.
It’s not how I view being a salesman. It’s how I live being a salesman.
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.
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 for them.
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 possess
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
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 end. But the majority of the world does not even rea...
I have set my mind to make sure I am prepared to accept success, whatever the trials ahead, whatever the work required.
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 arrival.
I have been like a mediocre concert pianist playing in front of a tone-deaf family, who applaud out of duty rather than for accomplishment.
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 new personal best, achieving my next ambitious goa...
