Trust me. In a very short time, you will become sought out by those in your network. Initially for your sound advice, but soon after as a provider of service. Few people seek advice about a subject that doesn’t require a solution.

You’ve got to be driven to become successful.

Most men have professions, yet few act like professionals.

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.

It is your duty to save these prospects from that disappointment. Every potential customer, who misses out on what you have to offer, due to your lack of zeal or passion, every prospect who ends up with an excuse of an alternative from your lacklustre competition, should rest heavy on your conscience.

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.

When your pipeline is full – with business coming out of your ears – the notion of people asking for a discount will sound hilarious, because you’ll already be at capacity.

The ability to close sales effectively has never been confined to the last few moments of the conversation.

What is the true cost of a purchasing decision that goes wrong?

Sometime in the future, when business slumps and there appears to be no solution in sight, you will hear others moaning about and blaming the things that are completely out of their control, wasting hour after hour on elements, which cannot be changed. Meanwhile, you, my boy, you will be focusing your efforts on the only thing that matters. The response which ensures you reach your destination.