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

Respect, wealth, property, friendship, even love. Did I expect to simply fall over each of them as I strolled aimlessly through the years? Was I expecting my whole life to be some form of lucky accident?

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!

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.

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 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

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 become?

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

Unwittingly, I have sailed through my entire life, so far, with neither direction nor destination.I had a vague instinct to reach dry land every once in a while for supplies, but never anything more than that.

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 known to knock

Salespeople move an economy of a nation. Someone could have invented the most amazing invention that is going to be a revolution for a planet, but that product goes nowhere unless someone sells it to someone else.

Think upon the numbers I have been sharing with you. Of your competitors, five out of ten will do little more than take their customer's money immorally. A further three out of ten will leave them dissatisfied.

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.

The reward for living my life in this manner? An existence like that of a seagull picking up scraps from the back of a fishing boat. Surviving day to day. Nothing left for tomorrow and no idea what tomorrow should be.

A company can’t buy true emotional commitment from managers no matter how much it’s willing to spend; this is something too valuable to have a price tag. And yet a company can’t afford not to have it.