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"Someone told me that each equation I included in the book would halve the sales."
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"You may have an overall target to achieve with each prospect, but if you are going to have an ideal outcome for each call, should you not also have a tolerable outcome to fall back on? Something you are willing to put up with if things don't go completely to plan, but something that still moves things forward ever so slightly?"
"If I did sales - my technique would be to hand-seal each deal with gourmet omelets, by Jarod Kintz's secret invisible recipe that I stole."
"You will never change a prospective customer's mind, my boy. There is a chance that he might make a new decision if enough reliable evidence comes his way, but to do that he has to want to listen - to hear it - and that requires trust and respect."
"Since we know people like to do business with people who are most like themselves, consider this: Excellent sales people understand that "matching and mirroring" another person's body language is a powerful technique and subliminal way to develop trust, build rapport, and make their clients more comfortable and engaging. Subtly mirroring the postures, gestures, and body language of your client inspires a kinship of commonality."
"You're good salesman, if you make people buyproduct they don't need."
"At St. Francis de Sales in Atlanta, we do not have an organ. We do not have rehearsals during the week. We do not have a professional choir."
Explore more quotes by Stephen Hawking
"I used to think information was destroyed in black hole. This was my biggest blunder, or at least my biggest blunder in science."
"There is no heaven or afterlife for broken-down computers that is a fairy story for people afraid of the dark."
"Mankind's greatest achievements have come about by talking and its greatest failures by not talking. It doesn't have to be like this."
"The human race is just a chemical scum on a moderate-sized planet, orbiting around a very average star in the outer suburb of one among a hundred billion galaxies. We are so insignificant that I can't believe the whole universe exists for our benefit. That would be like saying that you would disappear if I closed my eyes."
"What I have done is to show that it is possible for the way the universe began to be determined by the laws of science. In that case, it would not be necessary to appeal to God to decide how the universe began. This doesn't prove that there is no God, only that God is not necessary."
"If you believe in science, like I do, you believe that there are certain laws that are always obeyed."
"Ever since the dawn of civilization, people have not been content to see events as unconnected and inexplicable. They have craved an understanding of the underlying order in the world. Today we still yearn to know why we are here and where we came from. Humanity's deepest desire for knowledge is justification enough for our continuing quest. And our goal is nothing less than a complete description of the universe we live in."
"I believe in the possible. I believe, small though we are, insignificant though we may be, we can reach a full understanding of the universe. You were right when you said you felt small, looking up at all that up there. We are very, very small, but we are profoundly capable of very, very big things."
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