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Kindle Notes & Highlights
If you’re not on fire, you’ll lose to someone who is.
What’s the best way to read this book? Slowly.
Everyone fails. But, failure is relative. Its measurement is subjective. Mostly it occurs in your mind. If you exchange “I failed” for “I learned what never to do again,” it’s a completely different mindset. The status of failure is up to you.
Bad day or bad attitude? Philosophy drives attitude. Develop a YES! Attitude. Celebrate effort, not victory. You know what to do, you just don’t do it. Time management—what’s important now? Be selfish. Learn for yourself. Do it for yourself. Selfish wins.
Kick your own ass is not a statement. It’s an axiom.
“The workday starts the night before.”
The mantra is simple: I put myself in front of people who can say “yes” to me and I deliver value first. Make it your mantra.
The sale is emotionally driven and emotionally decided.
And here’s the reality about people who buy price only: Cheap bastards are also a pain in the ass.
The higher the officer in the company, the more they are able to see the big picture of profit and productivity as opposed to price.
When someone starts to hammer you for price, you simply say, “Price or profit Mr. Jones. Which would you rather have?
Networking is life skills and social skills combined with sales skills.
Instead of studying TV at night, you need to become an expert in the industry or categories you cover,
“Decision makers make the budget. Non-decision makers spend the budget.”
Ask the wrong questions. Get the wrong answers. Ask smart questions, they think you’re smart.
Seeing a great idea is one thing—HAVING a great idea is another.
Negative attitude blocks creative thought.
Substitute, Combine, Adapt, Modify, Maximize, or Minimize, Put to other use, and Reverse or Rearrange.
“No risk, no reward.” I say, “No risk, no nothing.” All creative people take risks.
Whatever your great idea is, there will always be someone ready to throw cold water on it. IGNORE those people. They are jealous because they have no ideas of their own.
‘Imagination is more important than knowledge’ Albert Einstein.
Thinkertoys by Michael Michalko.
A risk of purchase is some mental or physical barrier, real or imagined that causes a person to hesitate or rethink ownership. As a salesperson your job is to identify the risk and eliminate it.
Risk is actually a lack of confidence, trust, and believability either in the product, the service, the company, the salesperson, or in one’s self. The absence of these elements causes doubt and a rethinking of the purchase.
“No risk, no reward,” is a cliché you have heard a million times. And it’s wrong. I say, “No risk, no nothing.”
When you say something about yourself it’s bragging. When other people say it about you it’s proof. That is the essence of the testimonial.
A big company name is effective—no name needed unless it’s the CEO.
Testimonials should be used at the end of the sales cycle to dispel any doubt, reduce all risk, substantiate value, and pave the way to the order.
Here’s the 21st century version of that expression: A video picture is worth a sale.
The negative senses block your ability to focus on the positive senses—the creative ones that breed success.
You must also understand the rule of men’s rooms: men don’t talk.
Most people are caught up in other people’s drama.
Who cares? Better answer: How do any of these events affect your life? Best answer: They don’t.
implement the first principle, Kick Your Own Ass. It’s a cycle. A sales cycle. Your sales cycle.
The More you watch TV, the More the competition will kick your ass.
