selling

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

As soon as I can find the courage to put my plans to action, I will turn from being a __aybe man_ into someone whose future success lies completely in his own hands.

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 can__ know what you don__ know and, therefore, never seek anyone__ tutorage of the subject

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

And by making that plan you have differentiated yourself from more than ninety percent of the population. You are one of the few, who has a clear direction, a decisive plan of action.

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 buying decision.

Moving continuously forward doesn__ necessarily get us to where we want to be, just somewhere other than where we started.

How do I go about cataloguing my dreams?

A gentleman of ambition is aware of the people he wishes to be associated with both socially and commercially. He knows that moving through different levels of society is akin to stepping through different rooms in an enormous house, each door leading to a grander environment than the last. He may, of course, settle for the comfort of any room he reaches. Alternatively, he may continue through successive doors to surround himself with even greater fineries and riches.

You can only see your current horizon. Every time you move nearer to your desired destination, new horizons will become clear. New, previously hidden, opportunities will come into view.

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

You see continuous movement is the important thing here. Those who remain in one position and then lie to themselves about their progress are the ones in real trouble.

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

Until you take the first step forward, failure remains reassuringly impossible.

All these ships are currently safe at anchor but that is not what they were designed for is it? Your job is not to remain anchored and safe. Your job is to move closer to your destination at every attempt.

Each step of your current journey will take you to new and interesting worlds of opportunity and as every intrepid explorer knows, when one visits strange new lands one must be aware of their customs.

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 see what I have to become and I recognise the time it will take.