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

You develop courage by acting courageously whenever you feel like acting otherwise.

The quality of your thinking is largely determined by the quantity of the information you have with which to work

Positive thinkers think and talk continually about solutions, and negative thinkers continually talk and think about problems. Keep your mind solution-focuse d rather than problem- focused.

What activities, behaviors, or decisions have been most responsible for your success in life? Do more of them.

Do one thing at a time. Start the day with a list of things you have to do, and do the most important things first.

Your solution for a customer has to be either amazingly valuable to someone who will pay an enormous amount of money for it or has to be valuable to an enormous number of people who pay a small amount. And also the person you're talking to-especially if you want to raise capital or raise support-has to personally say, "I want that. I like that. That sounds really great. I want that for myself."