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.

If customers don’t trust you to help them at the beginning of the sales process, they certainly won’t trust you with their money at the end of it.

Avoid selling to dumb customers, there aren't enough left!

Customer conversion is dependent on the right customer conversation.

If you haven't done much giving in your life-try it and see how you feel afterwards.

Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on.

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

Asking the appropriate questions means understanding exactly what your customer is trying to achieve.