"Make sure everyone, who works with you or for you, feels the need to tell others about the incredible experience."

"Young man, your problem and the reason so many like you fail, is simply because you allow yourself to give up far too early."

"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."

"Who would be willing to put up with less than the desired result, if they could afford to have it done properly?"

"In the past, I have bargained myself away, believing that price was more important than cost, quality, reliability, or reputation. In the past, I was clearly wrong."

"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."

"Like the evangelist, I will shine with the light I have been shown, recognise that I have the ultimate solution for all my prospects, nurture that feeling deep within, and repeat the words to myself every day, until there is no doubt in my mind that keeping such good news hidden would be the very worst type of sin."

"The salesperson you'd ideally like to be and the salesperson you'd like to encounter as a customer should roughly be the same, shouldn't they?"

"Earn the Right - Ensure you put this chunk of Sales Tetris in place first and all the other pieces just take their own positions naturally."

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

"You can't know what you don't know."

"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?"

"In this world there are those who enjoy giving people balloons and there are those who take great pleasure in popping them. And I wish to be remembered as being firmly in the first party."

"I will look the part. I will act the part. I will deliver that which I have promised to deliver."

"Where he comes from, the education he has received, his family history, his wealth, they matter not a jot, but the perception he conveys - that my, boy, is the key. If they believe he belongs - that he is part of the room - then he does, he is. And whichever room he is about to step into, then that is who he must become."

"Adopt the positive in everything you do, for there will always be positivity there to find, if that is what you seek."

"You can't plough a field by turning it over in your mind. Either you get out there and plough it or it doesn't get done."

"It's not how I view being a salesman. It's how I live being a salesman."

"What you deserve will be down to you, and you alone."

"My intention was, only, ever to help you see the light shining brightly in front, and inside, of you."

"Nobody ever kicked a dog wagging its tail."

"How we feel about those we give our business to is of vital importance."

"Fascinatingly resilient the tenacity of a child. Not yet conditioned by society to give up when instructed to do so."

"This is how you must be. You must become as evangelical about your promised outcome as he is about his. You must believe that you, and you alone, have the solution to your prospects problems. Even if they do not recognise those problems themselves."

"I now know that success can not choose me. It is waiting on a path that I must walk. In truth, it waits there for everyone. Many do not know where the path begins. Some search for a shortcut to the end. But the majority of the world does not even realise there is a path there at all."

"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."

"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."

"If customers don't trust you to help them at the beginning of the sales process, they certainly won't trust you with their money at the end of it."

"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."

"Most people haven't set themselves any course with regards to their life. They have no idea whether or not they are being blown in any useful direction whatsoever. They are just at the whim of wherever the winds of life take them."

"Success does not judge one man for being worthy above another. Success doesn't choose you because of your family name or existing wealth."

"I was so sure that I knew what they needed and what I wanted to sell them that I never stopped long enough to find out what it was they wanted to buy."

"For all salespeople - Driving around and talking to people for a living, with no recognisable return for the time or money spent by your employer - is a job description that belongs in the past."

"Let your customers and prospects recommend you to each other and let you competition wish they were you. That is our mission."

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

"It's your own personal statement of who you want to become, based on how you wish to be remembered."

"In the past, I have all too often listened without hearing, asking questions when I had no intention of hearing the answer or understand my customer's requirements."

"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't know what you don't know and, therefore, never seek anyone's tutorage of the subject."

"No longer will I measure myself against competitors, who don't even know that a race is being run. From now on, I will measure myself against the man in front of me. I will measure myself against a new personal best, achieving my next ambitious goal."

"Currently, you are approaching each opportunity with a single possible outcome and when that doesn't happen you fool yourself that there was nothing more that you could have done."

"Quite so. Quite right. And yet human beings, who dream ofbecoming more successful often fool themselves into believing thatit can happen without changing a single thing about themselves.They believe that success is some mysterious external factor thatwill just sort itself out while they sleep."

"No one can mock your meagre achievements or inability to accomplish the simplest of tasks, if they remain figments of your imagination. You can revel, again and again, in the glory of a fairy tale doomed never to appear in reality."

"Don't tell me you're passionate about your job " show me that you're passionate about helping people like me."

"If you sound like a contestant from The Apprentice or if the customer believes that they are being sold AT, you have already failed."

"In many instances, the words "sell and "influence are completely interchangeable."

"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?"

"The choices you make from this day forward will lead you, step by step, to the future you deserve."

"We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done."

"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."

"Finding happiness by delivering it."