Chris Murray

I now know that success can not choose me. It is waiting on a path that I must walk. In truth, it waits there for everyone. Many do not know where the path begins. Some search for a shortcut to the end. But the majority of the world does not even realise there is a path there at all.

I have been like a mediocre concert pianist playing in front of a tone-deaf family, who applaud out of duty rather than for accomplishment.

Success does not judge one man for being worthy above another. Success doesn__ choose you because of your family name or existing wealth.

Success is taken by the man, who has made himself ready for its arrival.

No longer will I measure myself against competitors, who don__ even know that a race is being run. From now on, I will measure myself against the man in front of me. I will measure myself against a new personal best, achieving my next ambitious goal.

Great selling involves helping people to make great buying decisions.

In many instances, the words __ell_ and __nfluence_ are completely interchangeable.

The ability to close sales effectively has never been confined to the last few moments of the conversation.

Earning the Right is a commitment to be the sales professional that your customer really needs

Customers get exactly what they need, while you hit your sales targets and become incredibly successful _ fair deal.

Earn the Right - Ensure you put this chunk of Sales Tetris in place first and all the other pieces just take their own positions naturally.

Asking the appropriate questions means understanding exactly what your customer is trying to achieve

Executing the solution means gaining customer commitment and delivering on your promises

Everybody sells something to somebody every day, whether it__ a product, a service or just a case of making sure that they get their own way.

Solving the problem means helping the customer to understand why you__e the best person for the job

The commitment gap is the massive distance between __es_ and __aybe

Why do customers (and that includes you and me) find it so difficult to recall more than a couple of occasions when they felt that they were treated exceptionally by the salespeople who dealt with them?

If customers don__ trust you to help them at the beginning of the sales process, they certainly won__ trust you with their money at the end of it.