Satisfy the deep subconscious needs of your customers – to feel important, to feel valued, respected and worthwhile. 681
Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service. 733
Concentrate on the activities of prospecting, presenting and following-up; the sales will take care of themselves. 743
The only pressure that you use in a professional selling presentation is the presence of silence after the closing question. 670
Failure is a prerequisite for great success. If you want to succeed faster, double your rate of failure. 998
Incorrect assumptions lie at the root of every failure. Have the courage to test your assumptions. 773
Manage by objectives. Tell people exactly what you want them to do and then get out of their way. 732
Respect is the key determinant of high-performance leadership. How much people respect you determines how well they perform. 810
Become the kind of leader that people would follow voluntarily, even if you had no title or position. 672
