I am aware that it can be easily missed, but once you have the ability to uncover and clarify real needs – the things that really matter - you can discuss in detail how you meet each and every one

That’s what marks out the successful from the nearly-rans. Focusing on what makes people itch rather than continuously presenting an entire catalogue of scratches.

You – help - people. You are an expert in your field, who genuinely helps other human beings. Take pride in that, stop hawking your wares, and get a bit of respect for your profession, and earn some from your prospects.

It’s not how I view being a salesman. It’s how I live being a salesman.

I’ll record what I’ve learnt on the subject of what I sell. What it actually is means little to anyone other than me, but what it does and how it helps, means everything to those who require it.

I must turn myself around so that I am viewing life as my prospects see it. Only then can I start addressing their issues, help to prevent their pain, and advise on solutions to their problems.

I have set my mind to make sure I am prepared to accept success, whatever the trials ahead, whatever the work required.

I have been like a mediocre concert pianist playing in front of a tone-deaf family, who applaud out of duty rather than for accomplishment.

If you wish to sell to anyone you must earn the right to do so.