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Forget about the business outlook... be on the outlook for business.
Oct 1, 2025
A smart salesperson listens to emotions not facts.
The secret of man's success resides in his insight into the moods of people, and his tact in dealing with them.
Prospecting - Find the man with the problem.
You don't earn loyalty in a day. You earn loyalty day-by-day.
It's not easy to remember, but IBM was the computer industry when I was growing up. You loved 'em. You hated 'em. You knew what they were doing. They had set a standard for mainframes. They also set a standard for great sales focus and heavy product R & D.
Your competition is EVERYTHING else your prospect could conceivably spend their money on.
Goals allow you to control the direction of change in your favor.
Opportunities are usually disguised as hard work, so most people don't recognize them.
Bad sales managers push two buttons: 'more' and 'panic.' Great sales managers have one more button to push: the 'how'.
To me, job titles don't matter. Everyone is in sales. It's the only way we stay in business.
One of the best predictors of ultimate success in either sales or non - sales selling isn't natural talent or even industry expertise, but how you explain your failures and rejections.
Don't sell life insurance. Sell what life insurance can do.
The best sales questions have your expertise wrapped into them.
People don't ask for facts in making up their minds. They would rather have one good, soul - satisfying emotion than a dozen facts.
For every sale you miss because you're too enthusiastic, you will miss a hundred because you're not enthusiastic enough.
People don't buy for logical reasons. They buy for emotional reasons.
I do not think that there is any other quality so essential to success of any kind as the quality of perseverance. It overcomes almost everything, even nature.
Lack of direction, not lack of time, is the problem. We all have twenty-four hour days.
Don't be distracted by criticism. Remember ~ the only taste of success some people have is when they take a bite out of you.
If you work just for money, you'll never make it, but if you love what you're doing and you always put the customer first, success will be yours.
A mediocre idea that generates enthusiasm will go further than a great idea that inspires no one.
Internalize the Golden Rule of sales that says: All things being equal, people will do business with, and refer business to, those people they know, like and trust.
A salesman, like the storage battery in your car, is constantly discharging energy. Unless he is recharged at frequent intervals he soon runs dry. This is one of the greatest responsibilities of sales leadership.
The majority of men meet with failure because of their lack of persistence in creating new plans to take the place of those which fail.
You will never 'find' time for anything. If you want time, you must make it.
Don’t be afraid to give up the good for the great.
Every choice you make has an end result.
Those who win are those who think they can.
Sales are contingent upon the attitude of the salesman - not the attitude of the prospect.
Sooner or later, those who win are those who think they can.
The man who will use his skill and constructive imagination to see how much he can give for a dollar, instead of how little he can give for a dollar, is bound to succeed.
Don't be afraid to give up the good to go for the great.
Life is what happens to you while you're planning on doing something else.
Don't wish it were easier, wish you were better.
You see things; and you say, ‘Why?’ But I dream things that never were; and I say, ‘Why not?
Obstacles can't stop you. Problems can't stop you. Most of all, other people can't stop you. Only you can stop you.
Tough times never last, but tough people do.
If we had no winter, the spring would not be so pleasant.
If we had not winter, the spring would not be so pleasant; if we did not sometimes taste of adversity, prosperity would not be so welcome.
Nobody counts the number of ads you run; they just remember the impression you make.
A goal properly set is halfway reached.
Man was designed for accomplishment, engineered for success, and endowed with the seeds of greatness.
Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no hope at all.
There are no shortcuts to any place worth going.
The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.
Our greatest weakness lies in giving up.
Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time.
Do not let what you cannot do interfere with what you can do.
Courage is the ability to go from failure to failure with enthusiasm.