New customers are the best source of new business

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.

Never forget a customer. Never let a customer forget you

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

There is an art in silence, and there is an eloquence in it too.

Good listening works magic... Listen intently intentionally!

Smile your best smile at everyone you see. Think about all the things you have to be thankful for... and smile. The world will smile with you.

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

Keep your mind young by continuing to learn about your business.

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.

Sell the interview before you attempt to sell the product

Understate and over-prove.

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

I no longer worry about being a brilliant conversationalist. I simply try to be a good listener. I notice that people who do that are usually welcome wherever they go

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.