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.

Rainmakers create growth through commitment.

We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides.

Subliminal influence, is the constant drive to the change in consumer choices.

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

The salesperson you’d ideally like to be and the salesperson you’d like to encounter as a customer should roughly be the same, shouldn’t they?

A Rainmaker creates value for the benefit of all through commitment.

If I can make you feel the same way that I feel about myproduct or service we’ll have a meaningful conversation about itand how it can help. The trouble is that most sales people don’t feelanything. Nothing at all.

Salespeople who think that it’s all about price aren’t required: If it can be sold on the internet at the lowest price, you can take the huge cost of a sales team out of the equation.