Quotes

How to Become a Rainmaker, Page 14

Ninety percent of all sales calls are won or lost before the salesperson sees the customer.

High Performance Habits, Page 014

…high performance refers to succeeding beyond standard norms, consistently over the long term.

Courage is Calling, Page 014

[Scared versus Fear is]… an essential distinction. A scare is a temporary rush of a feeling. That can be forgiven. Fear is a state of being, and to allow it to rule is a disgrace.

Working Identity, Page 014

Once the change is underway but long before the transition is completed, different versions of ourselves battle it out in a long and anguished middle period.

The Effective Manager, Page 14

It takes even more trust building in a manager-subordinate relationship than it does with friends.

Focus, Page 14

The diving line between fruitless rumination and productive reflection lies in whether or not we come up with some tentative solution or insight and then can let those distressing thoughts go…

Start With No, Page 14

Concentrating on what you can actually control in a negotiation – the means, not the end – simply works. The so-called contrarian suddenly becomes common sense.

Ditch the Pitch, Page 014

If you believe that you must earn the right to be heard during every moment you interact with customers, you will increase the chances that you actually will be heard.

The Speed of Trust, Page 14

Compliance regulations have become a prosthesis for the lack of trust – and a slow-moving and costly prosthesis at that.

The Effective Manager, Page 14

Generally, the more a team trusts its manager, the better the results will be, and the better the retention as well.