presentation

I will design myself a reputation, in which prospects can place their trust, and customers return to and recommend.

It saddens me to note that there will always be con artists and charlatans in the world. Men who aim to fool the public by clothing themselves in the robes of experts.

It is your duty to save these prospects from that disappointment. Every potential customer, who misses out on what you have to offer, due to your lack of zeal or passion, every prospect who ends up with an excuse of an alternative from your lacklustre competition, should rest heavy on your conscience.

Who would be willing to put up with less than the desired result, if they could afford to have it done properly?

Listening is a discipline. It__ all about being present at that moment in time.

I will look the part. I will act the part. I will deliver that which I have promised to deliver.

I want you to start realising how far away you are from being able to listen professionally.

Where he comes from, the education he has received, his family history, his wealth, they matter not a jot, but the perception he conveys - that my, boy, is the key. If they believe he belongs - that he is part of the room - then he does, he is. And whichever room he is about to step into, then that is who he must become.

Like the evangelist, I will shine with the light I have been shown, recognise that I have the ultimate solution for all my prospects, nurture that feeling deep within, and repeat the words to myself every day, until there is no doubt in my mind that keeping such good news hidden would be the very worst type of sin.

I will design my reputation and my resolve shall be absolute. I shall not give in when I know I can help.

If your doctor told you that you needed immediate surgery could you perform it yourself?

I was so sure that I knew what they needed and what I wanted to sell them that I never stopped long enough to find out what it was they wanted to buy.

In the past, I have bargained myself away, believing that price was more important than cost, quality, reliability, or reputation. In the past, I was clearly wrong.

How we feel about those we give our business to is of vital importance.

You look green, immature. A young boy playing at business, dressing up in the manner in which he believes an actual grown-up would. Your viewpoint of business attire is one of wide-eyed wonder from the nursery door.

Sometimes, if you get too close to a subject you can miss what__ most important.

The confidence felt, when dealing with genuine reputation, often outweighs the simplicity of price.

I have discovered fallen trees across my path and have possessed neither the strength to move them nor the patience or tenacity to find an alternative way round. I have simply returned to where I came from, and told myself there had been no other choice.