You don't earn loyalty in a day. You earn loyalty day-by-day.

Listening is the hard part. Listening is the important part. The hot button is in the prospect's response.

What is a positive attitude? The simple definition is the way you dedicate yourself to the way you think. Interestingly, it's also the definition of a negative attitude.

Most salespeople are half prepared. They know everything about their company and their product. They know nothing about their prospect.

The best way to make a sale is to ask for ask for a date of beginning, or some type of commitment to move forward after you are certain you have removed all the risks, and all the barriers, from your prospect's buying process.

Persuasion occurs when trust and confidence meet belief, risk tolerance, and safety.

If you want to be the best salesperson, first you must be the best person.