Chances are, I've helped at least one of your competitors raise their prices, sell at a higher margin, find new clients/customers who value higher service and gladly pay more.

It’s up to you to slow your prospects and clients down by asking “Why?” It’s up to you to explore what they think is going on and then to dig deeper by simply asking “Why?” again. Be skeptical that the problem they bring you is the real problem.

Being a professional salesperson requires a solid knowledge of business, a good sales system you follow consistently, a deep understanding of psychology, the willingness to put your own needs (and emotions) aside, a calm confidence in yourself, and the skills to keep your prospect ok while you dig deeply to find out if they’re gonna be a good fit for you.

If you're letting your customers/clients dictate how you spend your time and how you run your business, you're delegating your own success to someone who probably doesn’t have your best interests in mind.

If you believe your business is a commodity and no one would pay you one penny more than the cheapest price available, then you’re probably right.

The people surround ourselves with have an impact on both our lives and our income. Don’t share your dreams with negative people, nor feed your dreams with negative thoughts.

Psychologists say that when you share negative thoughts out loud, you compound the negative effect 7x. Don’t verbalize negative self-talk.

You need to know what things might put your best client relationships at risk. Just ask.

Take time at the beginning of your meeting to negotiate with your prospect on how much time you need, what will be discussed, and your expectations at the end of the meeting. That quick conversation will differentiate you from your competition, save you a lot of time and help you get your relationship off on the right foot.

Stand your ground on price. If you aren’t able to get business at your price, that’s a sales problem, not a market problem.

Being busy is a habit, like smoking. It feels good now, but it’s not helping you get where you want to go. Pause. Take a deep breath. Turn off your phone. Ignore your email for a couple of hours.

Assume your prospect isn’t ready to buy right now. Tell them you’re skeptical that you’ve got what they need. It takes all the pressure off and they may tell you you’re wrong!

Your prospect will buy for their own reasons, not necessarily the reasons you give them.

The keys to the kingdom are available for those with commitment to success.

The only way to fix unhappy is to be uncomfortable.