"When you come to the close, you must know exactly what you are going to do and then just switch into the close exactly as you would shift gears in your car as you drove down the street."

Make a decision to earn the reputation as the hardest-working person in your company. Don’t tell anyone about your decision. Just make sure that, when anyone looks at you, you are working full blast. You don’t take breaks or waste time. As far as you’re concerned, this is not playtime.

When I was telephone prospecting, I found there is an expression common to virtually all buyers in America. It is the words how much is it, compressed into a single phrase: “Howmuchisit?” When I was starting out, I often gave the price just to get the prospect to listen to me.

"Why don´t we use the Ben Franklin decision-making method on this?"