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.

Think about it: if someone had found a way to manipulate human choice and free will – if someone actually had that kind of power – wouldn’t it be a tad surprising if they then decided to share their secret with the masses in a book for $20? Not to mention how it would be just very slightly unethical.

Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on.

We’re all somebody’s prospect; we’re all somebody’s customer.

You are discovering the conversation that the customer wants to have, instead of the dreadfully limiting presentation you would have given him. And in doing so, you can help him to make a truly wonderful buying decision.

We all desperately need brilliant sales professionals far more than ever before – to help us, guide us, keep us informed and stop us from making diabolically stupid buying decisions.