Chris Murray

Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on.

Think about it: if someone had found a way to manipulate human choice and free will _ if someone actually had that kind of power _ wouldn__ it be a tad surprising if they then decided to share their secret with the masses in a book for $20? Not to mention how it would be just very slightly unethical.

Few ever found enlightenment in haste, and nobody will ever discover it in gibberish

For some reason salesmen spend most of their time asking questions they already know the answers to. They rarely ask to discover anything new.

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!

Could trying your hardest, but never being quite good enough ever be acceptable to anyone? Is that what your dreams are made of?

It has nothing to do with the time being right or wrong. Storms just happen.

The vast majority of the populace would never think of setting themselves any deadlines for the achievement of their dreams. They may have a vague notion they will get older and that one day they will probably die, but it all seems a long way away, and tomorrow will bring its own share of problems and pressing issues to fill their time.

I am aware that it can be easily missed, but once you have the ability to uncover and clarify real needs _ the things that really matter - you can discuss in detail how you meet each and every one

As soon as I can find the courage to put my plans to action, I will turn from being a __aybe man_ into someone whose future success lies completely in his own hands.

Obvious? Possibly. Sometimes, common sense is only obvious once you have been shown it to be so. Only after a shortcut has been revealed is it an obvious time saver. Before that, it had remained completely unknown to everyone but the enlightened. You can__ know what you don__ know and, therefore, never seek anyone__ tutorage of the subject

I shall not waste any of our brief time together flattering your ego, as others have done before, with all this nonsense about skills and talents that do not help, or worse, that you do not actually possess

And by making that plan you have differentiated yourself from more than ninety percent of the population. You are one of the few, who has a clear direction, a decisive plan of action.

You are discovering the conversation that the customer wants to have, instead of the dreadfully limiting presentation you would have given him. And in doing so, you can help him to make a truly wonderful buying decision.

Moving continuously forward doesn__ necessarily get us to where we want to be, just somewhere other than where we started.

How do I go about cataloguing my dreams?

A gentleman of ambition is aware of the people he wishes to be associated with both socially and commercially. He knows that moving through different levels of society is akin to stepping through different rooms in an enormous house, each door leading to a grander environment than the last. He may, of course, settle for the comfort of any room he reaches. Alternatively, he may continue through successive doors to surround himself with even greater fineries and riches.

You can only see your current horizon. Every time you move nearer to your desired destination, new horizons will become clear. New, previously hidden, opportunities will come into view.