Before that I had largely thought of selling as just a way of making a living for myself. I had dreaded to go in to see people, for fear I was making a nuisance of myself. But now I was inspired! I resolved right then to dedicate the rest of my selling career to this principle: finding out what people want, and helping them get it.

Enthusiasm is by far the highest paid quality on earth, probably because it is one of the rarest; yet it is one of the most contagious.

When you show a man what he wants he will move heaven and earth to get it.

Enthusiasm: If you don’t FEEL enthusiastic, ACT enthusiastic. Soon, you’ll BE enthusiastic. Double your enthusiasm and you’ll probably double your income.

Selling is the easiest job in the world if you work it hard-but the hardest job in the world if you try to work it easy.

The most important secret of salesmanship is to find out what the other fellow wants, then help him find the best way to get it

Order (self-organizat ion): Set aside time to plan how you will spend your time. Think about what’s most important. Then do those things first.