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It’s great when people do what you want.
It’s better when they believe it was their idea.
The customer is not always right - just don't tell them!
Asking the right questions is more valuable than knowing all the answers.
Don't confuse great service with unconditional submission.
You can’t be further out than out.
The party who knows the most about the other has the power to control the conversation.
If you are going to lose, lose early.
Perception is reality even when it's not.
Words don’t give as much meaning as you do.
Don't confuse the definition of words with the intent behind them.
There are no great people - just people who do great things.
Skills augment numbers – but never replace them.
The most difficult parties to reach are often the easiest to sell.
We can sell people with our words – we persuade them with theirs’.
If someone doesn't believe you care, the result's the same as if you didn't.
People won’t lose interest when they’re talking.
What people think you know is more important than what you actually know.
A commitment means taking action when you don't feel like it.
The difference between a presentation and a recommendation is an examination.
Arrogance and ignorance are life's deadliest combination.
I never met a carbohydrate I didn't like.
People won’t listen to everything you say but they’ll pay attention to everything you do.
If the customer can't see the difference between you and a competitor, the decision will
probably be made on price.
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