"Remember: when you walk into a DIY store to buy a drill, you don’t want the drill. Your end goal is to make a hole and, in order to achieve this, you have to buy the drill."

"If what you sell doesn’t help me then why are you knocking on my door?"

"I can’t and won’t promise you magic sales fairy dust or the Jedi Mind Trick for salespeople – they simply don’t exist."

"22% of current business-to-business salespeople will be replaced by search engines within the next five years."

"We all desperately need brilliant sales professionals far more than ever before – to help us, guide us, keep us informed and stop us from making diabolically stupid buying decisions."

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

"In this wonderful modern age, if you know what you want, you can just reach out and, with the click of a mouse, take complete control of your entire buying and shopping experience."

"Salespeople need to “Earn the right” to become suppliers more than they ever did before."

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

"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."