Combine the dual qualities of empathy and ambitionin every sales relationship.

Act with purpose, courage, confidence, competence and intelligence until these qualities 'lock in' to your subconscious mind.

Everyone is in the business of customer satisfaction.Wh o are your customers and how are they doing?

Be clear about your goal but be flexible about the process of achieving it.

A hundred years ago-even 20 or 30 years ago-it was possible, if not always easy, to close major business by calling on and satisfying a key decision-maker. Today, every piece of business entails multiple decisions, and those decisions are virtually never made by the same person. Not only do you have to contend with multiple decisions, but the people who make those decisions may not even work in the same place.

Most great fortunes are built slowly. They are based on the principle of compound interest, what Albert Einstein called, "The greatest power in the universe."

The ability to discipline yourself to delay gratification in the short term in order to enjoy greater rewards in the long term, is the indispensable prerequisite for success.