Let us learn things in the time they will take to learn.

This next nugget of salesmanship cannot be perfected in a single afternoon. However, once you have it mastered, your competition will continuously believe you possess some mystical customer attracting formula.

Currently, you are approaching each opportunity with a single possible outcome and when that doesn’t happen you fool yourself that there was nothing more that you could have done.

Everything you desire is always just outside your comfort zone, dear boy. If it wasn’t you would already possess it, would you not?

Don’t allow your imagination to colour events as lesser men would, and see movement in motionless things.

Remember this. We are always looking for problems to solve, and to solve problems we need to be ready for clues. And you will never be in the receiving frame of mind if you – never – shut – up!

You – help – people. You are an expert in your field, who genuinely helps other human beings. Take pride in that, stop hawking your wares, and get a bit of respect for your profession, and earn some from your prospects.

Plans are easy to make, dreams are easy to dream. But putting your back into it? A little bit of hard graft and discipline? That is just too scary and far too much effort for the masses.

Nobody ever kicked a dog wagging its tail.

Listening is a discipline. It’s all about being present at that moment in time.