Quotes from the Book

“Speaking from the heart is simple. Listening wholeheartedly, however, is much, much more difficult and most rare.” The Extremely Successful Salesman’s Club

“Allowing yourself to be a conduit for opportunity requires a brand new outlook on life.”  The Extremely Successful Salesman’s Club

“Success is taken by the man, who has made himself ready for its arrival.” The Extremely Successful Salesman’s Club

“Lady fortune cannot enter a locked door, you know. And contrary to that well known saying, she has rarely been known to knock.” The Extremely Successful Salesman’s Club

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“Success would be a fairly boring and uninspiring dish if anybody could create it with a single ingredient, however difficult that ingredient was to find. No, success has several layers to its pallet.” The Extremely Successful Salesman’s Club

“The fact that you wish to become extremely successful must mean that you currently do not see yourself as such. Therefore, you need to change. The question you should be asking is what do you need to become?” The Extremely Successful Salesman’s Club

“Destiny and fate are of one’s own making, and riches and happiness are rarely found at the end of an easily-traversed path.” The Extremely Successful Salesman’s Club

“The choices you make from this day forward will lead you, step by step, to the future you deserve.” The Extremely Successful Salesman’s Club

“What you deserve will be down to you, and you alone.” The Extremely Successful Salesman’s Club

“Adopt the positive in everything you do, for there will always be positivity there to find, if that is what you seek.” The Extremely Successful Salesman’s Club

“Embrace the fundamentals like the closest of friends, for they will be the foundation of your future success.” The Extremely Successful Salesman’s Club

“Spend your time designing the greatest reputation a man could possess.” The Extremely Successful Salesman’s Club

“Make sure everyone, who works with you or for you, feels the need to tell others about the incredible experience.” The Extremely Successful Salesman’s Club

“Tell your good news as an evangelist would. Do so with a passion driven by a need to help and solve problems that some people didn’t even know they had.” The Extremely Successful Salesman’s Club

“Listen to people from your heart, as if your life depended on it, and you will find that in turn people will listen to you with all of theirs.” The Extremely Successful Salesman’s Club

“In the past, I have all too often listened without hearing, asking questions when I had no intention of hearing the answer or understand my customer’s requirements.” The Extremely Successful Salesman’s Club 

“Whilst people have answered questions, I have only heard my own voice thinking of the next question.” The Extremely Successful Salesman’s Club 

“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.” The Extremely Successful Salesman’s Club 

“Everything would have been for nothing just because I simply didn’t listen.” The Extremely Successful Salesman’s Club 

“I should become happier at what I do and leave others happier than before they’d met me.” The Extremely Successful Salesman’s Club 

“Human beings, who dream of becoming more successful often fool themselves into believing that it can happen without changing a single thing about themselves. They believe that success is some mysterious external factor that will just sort itself out while they sleep.” The Extremely Successful Salesman’s Club

“People submit too easily to change from others. And yet, for some reason, whenever they consider changing themselves, the focus is always on what they are giving up, never what they are about to gain.” The Extremely Successful Salesman’s Club

“If you do not decide where you are heading, and refuse to take the appropriate action, you will end up being shaped into what others would have you become. Then any change will not be made for your benefit but for theirs.” The Extremely Successful Salesman’s Club

“Everything you desire is always just outside your comfort zone, dear boy. If it wasn’t you would already possess it, would you not?” The Extremely Successful Salesman’s Club

“Nobody ever kicked a dog wagging its tail.”  The Extremely Successful Salesman’s Club

“If I can make you feel the same way that I feel about my product or service we’ll have a meaningful conversation about it and how it can help. The trouble is that most sales people don’t feel anything. Nothing at all.” The Extremely Successful Salesman’s Club

“You truly help people with the things that you sell. Once you are aware of that vital piece of information every demonstration, every presentation, every transaction will be delivered with a light shining from your heart. From your heart will shine a beacon that tells all prospects you can truly help and that that is your sole purpose for being there.” The Extremely Successful Salesman’s Club

“Let us learn things in the time they will take to learn.” The Extremely Successful Salesman’s Club

“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.” The Extremely Successful Salesman’s Club

“No longer will I measure myself against competitors, who don’t even know that a race is being run.” The Extremely Successful Salesman’s Club

” From now on, I will measure myself against the man in front of me. I will measure myself against a new personal best, achieving my next ambitious goal.”  The Extremely Successful Salesman’s Club

“Success does not judge one man for being worthy above another. Success doesn’t choose you because of your family name or existing wealth.” The Extremely Successful Salesman’s Club

I have set my mind to make sure I am prepared to accept success, whatever the trials ahead, whatever the work required.” The Extremely Successful Salesman’s Club

“I now know that success can not choose me. It is waiting on a path that I must walk. In truth, it waits there for everyone.” The Extremely Successful Salesman’s Club

“Many do not know where the path begins. Some search for a shortcut to the end. But the majority of the world does not even realise there is a path there at all.”  The Extremely Successful Salesman’s Club

“So you can speak, can you? Well, that’s going to stand you out from the rest of the crowd, isn’t it? No. Sorry, my boy. The ability to speak does not a salesman make.”  The Extremely Successful Salesman’s Club

“I’m afraid your overconfidence, as with most young men who dream of becoming successful, can quite quickly become the Achilles’ heel of your continued mediocrity.”  The Extremely Successful Salesman’s Club

I think we can safely say that your recent successes could have just as easily been achieved by a mute monkey in a tiny business suit, holding up a written explanation of whatever it was the monkey was attempting to sell.” The Extremely Successful Salesman’s Club

“Did you sell to them or did you simply facilitate their buying from you?” The Extremely Successful Salesman’s Club

“You can’t know what you don’t know.”  The Extremely Successful Salesman’s Club

“We are always looking for problems to solve, and to solve problems we need to be ready for clues. And you will never be in the receiving frame of mind if you – never – shut – up!”  The Extremely Successful Salesman’s Club

“I shall not waste any of our brief time together flattering your ego, as others have done before, with all this nonsense about skills and talents that do not help, or worse, that you do not actually possess.” The Extremely Successful Salesman’s Club

“If you wish to sell to anyone you must earn the right to do so.” The Extremely Successful Salesman’s Club

“It has been my experience that around half of those offering a product or service, in every line of business, are quite utterly useless. Some of them actually bordering on criminal. The remainder are split between two camps, the acceptable and the exceptional. Unfortunately for the average man on the street, it is incredibly difficult to recognise which is which.” The Extremely Successful Salesman’s Club

“But without a need, even the finest piece of beef is merely a piece of dead bull is it not?” The Extremely Successful Salesman’s Club

Why do so many salespeople talk to customers about the product and not the result.” The Extremely Successful Salesman’s Club

“Customers do not want a lecture from you and they certainly don’t want some juvenile in a bad suit forcing his wares upon them.” The Extremely Successful Salesman’s Club

“You are discovering the conversation that the customer wants to have, instead of the dreadfully limiting presentation you would have given him.” The Extremely Successful Salesman’s Club

“Help him to make a truly wonderful buying decision.” The Extremely Successful Salesman’s Club

Sometimes, common sense is only obvious once you have been shown it to be so. Only after a shortcut has been revealed is it an obvious time saver. Before that, it had remained completely unknown to everyone but the enlightened.” The Extremely Successful Salesman’s Club

“You can’t know what you don’t know and, therefore, never seek anyone’s tutorage of the subject.” The Extremely Successful Salesman’s Club

“This next nugget of salesmanship cannot be perfected in a single afternoon. However, once you have it mastered, your competition will continuously believe you possess some mystical customer attracting formula.” The Extremely Successful Salesman’s Club

“For some reason salesmen spend most of their time asking questions they already know the answers to. They rarely ask to discover anything new.” The Extremely Successful Salesman’s Club

“So open questions to understand. Closed questions to confirm and gain commitment.” The Extremely Successful Salesman’s Club

“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.” The Extremely Successful Salesman’s Club

“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.” The Extremely Successful Salesman’s Club

“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.” The Extremely Successful Salesman’s Club

“It’s not how I view being a salesman. It’s how I live being a salesman.” The Extremely Successful Salesman’s Club

“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.” The Extremely Successful Salesman’s Club

“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.” The Extremely Successful Salesman’s Club

“I will ask questions that are so wide and open they will feel the need to speak for a week. Then from the information that they give to me, I will mould solutions designed specifically for them.” The Extremely Successful Salesman’s Club

“The vast majority of the populace would never think of setting themselves any deadlines for the achievement of their dreams. They may have a vague notion they will get older and that one day they will probably die, but it all seems a long way away, and tomorrow will bring its own share of problems and pressing issues to fill their time.” The Extremely Successful Salesman’s Club

“Could trying your hardest, but never being quite good enough ever be acceptable to anyone? Is that what your dreams are made of?” The Extremely Successful Salesman’s Club

“When things get tough, remember this mariner’s star. Bring to mind that everything external is designed as a challenge. A test sent to ensure you are actually worthy of acquiring your goal and reward. Recognise them as such and you will always find a way to go through, go round, or ignore them as required.” The Extremely Successful Salesman’s Club

“Until you take the first step forward, failure remains reassuringly impossible.” The Extremely Successful Salesman’s Club

“His future plans, although quite grand, were like pictures painted in fog. Nothing he could put his finger on. No dream ever remained unchanged long enough to take on any weight or substance, just a notion of something better waiting for him somewhere in the future.” The Extremely Successful Salesman’s Club

“Most people haven’t set themselves any course with regards to their life. They have no idea whether or not they are being blown in any useful direction whatsoever. They are just at the whim of wherever the winds of life take them.” The Extremely Successful Salesman’s Club

“Dreaming and becoming are completely separate parts of the process. However, they are both as important as each other.” The Extremely Successful Salesman’s Club

“Never discount how powerful your dreams are. If you cannot visualise what it is you wish to become, then the brain doesn’t have the first clue how to get you there.” The Extremely Successful Salesman’s Club

“How do I go about cataloguing my dreams?” The Extremely Successful Salesman’s Club

“Moving continuously forward doesn’t necessarily get us to where we want to be, just somewhere other than where we started.” The Extremely Successful Salesman’s Club

“Modesty be damned!” The Extremely Successful Salesman’s Club

“If you have designed your last day on earth, if you have decided how you wish to be thought of on your deathbed, only then can you start to plot a course to that point, to your ideal final destination.” The Extremely Successful Salesman’s Club

“It’s your own personal statement of who you want to become, based on how you wish to be remembered.” The Extremely Successful Salesman’s Club

“You know, I have never met a young man who recognises the true value in this exercise, and yet I have met hundreds of old men who wished someone had shared it with them in their youth.” The Extremely Successful Salesman’s Club

“You can only see your current horizon. Every time you move nearer to your desired destination, new horizons will become clear. New, previously hidden, opportunities will come into view.” The Extremely Successful Salesman’s Club

“No one ever reached the top of a mountain by digging underneath it.” The Extremely Successful Salesman’s Club

“You have your whole life to become what you wish to become.” The Extremely Successful Salesman’s Club

“As long as we know where we are going, we can prepare ourselves for the journey.” The Extremely Successful Salesman’s Club

“That which is currently beyond your capabilities now, does not have to be so forever.” The Extremely Successful Salesman’s Club

“Can a farmer plants his seeds and then demand the crops to grow before harvest?” The Extremely Successful Salesman’s Club

“If you put in the effort and focus towards a goal, you will get there quicker than most.” The Extremely Successful Salesman’s Club

You cannot become something new without putting in the appropriate effort, can you? Just as a seed cannot grow into an ear of corn without the appropriate time, sunlight, water, and care.” The Extremely Successful Salesman’s Club

“Men constantly miscalculate what they can do in a day, and grossly underestimate what can be achieved in a year.” The Extremely Successful Salesman’s Club

“One of the biggest problems with your average sales call is that the salesman doesn’t know what he is trying to achieve. He hasn’t worked out the end of the journey. So he sets off and just hopes he walks out withsomething.” The Extremely Successful Salesman’s Club

“Unwittingly, I have sailed through my entire life, so far, with neither direction nor destination.” The Extremely Successful Salesman’s Club

“I had a vague instinct to reach dry land every once in a while for supplies, but never anything more than that.” The Extremely Successful Salesman’s Club

“The reward for living my life in this manner? An existence like that of a seagull picking up scraps from the back of a fishing boat. Surviving day to day. Nothing left for tomorrow and no idea what tomorrow should be.” The Extremely Successful Salesman’s Club

“To my shame, I had never thought to ask anything of the future, and yet woke each and every day embittered because it was never what I needed it to be.” The Extremely Successful Salesman’s Club

Respect, wealth, property, friendship, even love. Did I expect to simply fall over each of them as I strolled aimlessly through the years? Was I expecting my whole life to be some form of lucky accident?” The Extremely Successful Salesman’s Club

I see what I have to become and I recognise the time it will take.” The Extremely Successful Salesman’s Club

And by making that plan you have differentiated yourself from more than ninety percent of the population. You are one of the few, who has a clear direction, a decisive plan of action.” The Extremely Successful Salesman’s Club

“Plans are easy to make, dreams are easy to dream. But putting your back into it? A little bit of hard graft and discipline? That is just too scary and far too much effort for the masses.” The Extremely Successful Salesman’s Club

“Ready? No one is ever ready, my boy. But some do what they plan to do and some never will. The difference between the two is that the first group understand that they need to start somewhere, so they do so. Straight away.” The Extremely Successful Salesman’s Club

“You can’t plough a field by turning it over in your mind. Either you get out there and plough it or it doesn’t get done.” The Extremely Successful Salesman’s Club

“It has nothing to do with the time being right or wrong. Storms just happen.” The Extremely Successful Salesman’s Club

“The only time you have is the where and when of right now.” The Extremely Successful Salesman’s Club

“There will always be good times, bad times, hard times, and complete disasters. However, there is no other option but to be where you are, when you are. That is a universal truth for everyone. The important thing is how you respond, what you decide to do, and when you decide to do it.” The Extremely Successful Salesman’s Club 

“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.” The Extremely Successful Salesman’s Club

“You see continuous movement is the important thing here. Those who remain in one position and then lie to themselves about their progress are the ones in real trouble.” The Extremely Successful Salesman’s Club

“You may have an overall target to achieve with each prospect, but if you are going to have an ideal outcome for each call, should you not also have a tolerable outcome to fall back on? Something you are willing to put up with if things don’t go completely to plan, but something that still moves things forward ever so slightly?” The Extremely Successful Salesman’s Club

“Currently, you are approaching each opportunity with a single possible outcome and when that doesn’t happen you fool yourself that there was nothing more that you could have done.” The Extremely Successful Salesman’s Club

The future is a fabulous place to bury your success.” The Extremely Successful Salesman’s Club

“Don’t allow your imagination to colour events as lesser men would, and see movement in motionless things.” The Extremely Successful Salesman’s Club

“All these ships are currently safe at anchor but that is not what they were designed for is it? Your job is not to remain anchored and safe. Your job is to move closer to your destination at every attempt.” The Extremely Successful Salesman’s Club

“No one can mock your meagre achievements or inability to accomplish the simplest of tasks, if they remain figments of your imagination. You can revel, again and again, in the glory of a fairy tale doomed never to appear in reality.” The Extremely Successful Salesman’s Club

“As soon as I can find the courage to put my plans to action, I will turn from being a “maybe man” into someone whose future success lies completely in his own hands.” The Extremely Successful Salesman’s Club

“Falling has become far more terrifying to me than rising.” The Extremely Successful Salesman’s Club

“You look green, immature. A young boy playing at business, dressing up in the manner in which he believes an actual grown-up would. Your viewpoint of business attire is one of wide-eyed wonder from the nursery door.” The Extremely Successful Salesman’s Club

“A gentleman of ambition is aware of the people he wishes to be associated with both socially and commercially. He knows that moving through different levels of society is akin to stepping through different rooms in an enormous house, each door leading to a grander environment than the last. He may, of course, settle for the comfort of any room he reaches. Alternatively, he may continue through successive doors to surround himself with even greater fineries and riches.” The Extremely Successful Salesman’s Club

“Where he comes from, the education he has received, his family history, his wealth, they matter not a jot, but the perception he conveys – that my, boy, is the key. If they believe he belongs – that he is part of the room – then he does, he is. And whichever room he is about to step into, then that is who he must become.” The Extremely Successful Salesman’s Club 

“We must design how we wish to be perceived, and then we must work even harder to continuously recreate and re-evaluate that perception.” The Extremely Successful Salesman’s Club

“Mark my words. Perception is reality and how someone perceives you is their reality.” The Extremely Successful Salesman’s Club

Each step of your current journey will take you to new and interesting worlds of opportunity and as every intrepid explorer knows, when one visits strange new lands one must be aware of their customs.” The Extremely Successful Salesman’s Club

“Perception number one, how you want people to think about you when you arrive and perception number two, how you want them to talk about you once you have left.” The Extremely Successful Salesman’s Club

“You will never change a prospective customer’s mind, my boy. There is a chance that he might make a new decision if enough reliable evidence comes his way, but to do that he has to want to listen – to hear it – and that requires trust and respect.” The Extremely Successful Salesman’s Club

Most men have professions, yet few act like professionals.” The Extremely Successful Salesman’s Club

“In short, the difference between you and your doctor is that he has a well-designed reputation and you do not.” The Extremely Successful Salesman’s Club

“If your doctor told you that you needed immediate surgery could you perform it yourself?” The Extremely Successful Salesman’s Club

“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.” The Extremely Successful Salesman’s Club

“Let your customers and prospects recommend you to each other and let you competition wish they were you. That is our mission.” The Extremely Successful Salesman’s Club

“Sometimes, if you get too close to a subject you can miss what’s most important.” The Extremely Successful Salesman’s Club

“Young man, your problem and the reason so many like you fail, is simply because you allow yourself to give up far too early.” The Extremely Successful Salesman’s Club

“Fascinatingly resilient the tenacity of a child. Not yet conditioned by society to give up when instructed to do so.” The Extremely Successful Salesman’s Club

“There can be no success in sales without tenacity.” The Extremely Successful Salesman’s Club

Seeking those elusive individuals is like mining for rare gems. It will take hard work, patience, and a persistent attitude. To find that rich seam of colourful stones, you will have to chip through dirt and rock. You will have to learn how to hold rubble in your hands and see the fortune inside.” The Extremely Successful Salesman’s Club

“If you honestly know how you help people, then you should become passionate about sharing it, spread the good news, give everyone a chance to share in the solutions that you can provide.” The Extremely Successful Salesman’s Club

“From today onward, you will learn how to become evangelical about the many ways you help people.” The Extremely Successful Salesman’s Club

“His belief is so passionate that it fills him with the burning desire to share his fabulous news with anyone who will listen. He is concerned that it is us that might be missing out, not him. His faith in a single road to salvation and paradise is so intense, that it would be ungodly not to share the good news with all those who are not aware.” The Extremely Successful Salesman’s Club

“This is how you must be. You must become as evangelical about your promised outcome as he is about his. You must believe that you, and you alone, have the solution to your prospects problems. Even if they do not recognise those problems themselves.” The Extremely Successful Salesman’s Club

“Think upon the numbers I have been sharing with you. Of your competitors, five out of ten will do little more than take their customer’s money immorally. A further three out of ten will leave them dissatisfied.” The Extremely Successful Salesman’s Club

“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.” The Extremely Successful Salesman’s Club

“You should feel so driven to help the world that it would weigh you down if a single person received anything but the best.” The Extremely Successful Salesman’s Club

“If you woke before dawn one morning with the formula for a vaccine, which would cure the most ghastly disease currently known to man, releasing millions from an agonising death, would you roll over and resume sleeping until daylight?” The Extremely Successful Salesman’s Club

“And so it must be with the energy you muster for your own work. Get out there and convert the unconverted. Save them all from the charlatans and the nearly-men.” The Extremely Successful Salesman’s Club

“Understand why you are different and how you help, recognise your target market, and give them something they might not even realise they are missing.” The Extremely Successful Salesman’s Club

“In this world there are those who enjoy giving people balloons and there are those who take great pleasure in popping them. And I wish to be remembered as being firmly in the first party.” The Extremely Successful Salesman’s Club

“I need a first-class reputation.” The Extremely Successful Salesman’s Club

“In the past, I have bargained myself away, believing that price was more important than cost, quality, reliability, or reputation. In the past, I was clearly wrong.” The Extremely Successful Salesman’s Club

“The confidence felt, when dealing with genuine reputation, often outweighs the simplicity of price.” The Extremely Successful Salesman’s Club

“Who would be willing to put up with less than the desired result, if they could afford to have it done properly?” The Extremely Successful Salesman’s Club

“How we feel about those we give our business to is of vital importance.” The Extremely Successful Salesman’s Club

“What is the true cost of a purchasing decision that goes wrong?” The Extremely Successful Salesman’s Club

“Reputation is the panacea for those who lack confidence in their own decisions.” The Extremely Successful Salesman’s Club

“Sceptics are persuaded by a good reputation, for it is an unspoken statement of proof.” The Extremely Successful Salesman’s Club

“It saddens me to note that there will always be con artists and charlatans in the world. Men who aim to fool the public by clothing themselves in the robes of experts.” The Extremely Successful Salesman’s Club

“In this world of half-jobs and liars, I will prevail.” The Extremely Successful Salesman’s Club

I have discovered fallen trees across my path and have possessed neither the strength to move them nor the patience or tenacity to find an alternative way round. I have simply returned to where I came from, and told myself there had been no other choice.” The Extremely Successful Salesman’s Club

“Like an ant, I will find my way round any obstacle. Like a child, I will persevere with pinpoint focus.” The Extremely Successful Salesman’s Club

“Like the evangelist, I will shine with the light I have been shown, recognise that I have the ultimate solution for all my prospects, nurture that feeling deep within, and repeat the words to myself every day, until there is no doubt in my mind that keeping such good news hidden would be the very worst type of sin.” The Extremely Successful Salesman’s Club

“I will not let those, who cannot recognise how I can be of service, dissuade me from showing them how I can help.” The Extremely Successful Salesman’s Club

“I will look the part. I will act the part. I will deliver that which I have promised to deliver.” The Extremely Successful Salesman’s Club

“I will design myself a reputation, in which prospects can place their trust, and customers return to and recommend.” The Extremely Successful Salesman’s Club

“I will design my reputation and my resolve shall be absolute. I shall not give in when I know I can help.” The Extremely Successful Salesman’s Club 

“Listening is a discipline. It’s all about being present at that moment in time.” The Extremely Successful Salesman’s Club  

“I want you to start realising how far away you are from being able to listen professionally.” The Extremely Successful Salesman’s Club 

“You listen like an amateur and fool yourself into believing it is enough when it is not.” The Extremely Successful Salesman’s Club 

“You’ve got to be driven to become successful.” The Extremely Successful Salesman’s Club 

“You must have realised by now that when one really cares, really tries to help, the other party recognises the fact and, therefore, easily sees the logic in working together for the greater good, for the mutual benefit of both.” The Extremely Successful Salesman’s Club 

“Finding happiness by delivering it.” The Extremely Successful Salesman’s Club 

 

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