selling

Executing the solution means gaining customer commitment and delivering on your promises

Everybody sells something to somebody every day, whether it__ a product, a service or just a case of making sure that they get their own way.

Solving the problem means helping the customer to understand why you__e the best person for the job

The commitment gap is the massive distance between __es_ and __aybe

Why do customers (and that includes you and me) find it so difficult to recall more than a couple of occasions when they felt that they were treated exceptionally by the salespeople who dealt with them?

If customers don__ trust you to help them at the beginning of the sales process, they certainly won__ trust you with their money at the end of it.

Make something people want and sell that, or be someone people need and sell you.

Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on.

Think about it: if someone had found a way to manipulate human choice and free will _ if someone actually had that kind of power _ wouldn__ it be a tad surprising if they then decided to share their secret with the masses in a book for $20? Not to mention how it would be just very slightly unethical.

I fake fake to have a fake life. Does that make me a real horse? Buy now for $777, wooden saddle sold separately. Real horseshoes not included. Imaginary ones _ neither.

The value you get does not depend on what you have, but how much of it you bring to the market place. You don__ get paid when you keep your gifts at home and go to the market empty handed!

Avoid selling to dumb customers, there aren't enough left!

Few ever found enlightenment in haste, and nobody will ever discover it in gibberish

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

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!

Could trying your hardest, but never being quite good enough ever be acceptable to anyone? Is that what your dreams are made of?

It has nothing to do with the time being right or wrong. Storms just happen.

The vast majority of the populace would never think of setting themselves any deadlines for the achievement of their dreams. They may have a vague notion they will get older and that one day they will probably die, but it all seems a long way away, and tomorrow will bring its own share of problems and pressing issues to fill their time.