I must turn myself around so that I am viewing life as my prospects see it. Only then can I start addressing their issues, help to prevent their pain, and advise on solutions to their problems.

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

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.

If we were rational enough to judge what we are fed based on what we are fed, those in the business of selling us hope (i.e., public speakers, presidents, priests, etc.) wouldn't wear suits.

People submit too easily to change from others. And yet, for some reason, whenever they consider changing themselves, the focus is always on what they are giving up, never what they are about to gain

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.

If you have designed your last day on earth, if you have decided how you wish to be thought of on your deathbed, only then can you start to plot a course to that point, to your ideal final destination.

Now you learn about the greatest tool available to any salesman. I’m going to give you an introduction into something that will help customers recognise the value of your offer all by themselves.

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?

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.

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!

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?