Do not quit! Hundreds of times I have watched people throw in the towel at the one-yard line while someone else comes along and makes a fortune by just going that extra yard. - E. Joseph Cossman

Drive-in banks were established so most of the cars today could see their real owners. - E. Joseph Cossman

If you want to test your memory, try to recall what you were worrying about one year ago today. - E. Joseph Cossman

Middle age is when your broad mind and narrow waist begin to change places. - E. Joseph Cossman

Obstacles are things a person sees when he takes his eyes off his goal. - E. Joseph Cossman

Our business in life is not to get ahead of others, but to get ahead of ourselves. - E. Joseph Cossman

Since it is not granted to us to live long, let us transmit to posterity some memorial that we have at least lived. - E. Joseph Cossman

Square meals often make round people. - E. Joseph Cossman

The best way to remember your wife’s birthday is to remember it once. - E. Joseph Cossman

The greatest power is often simple patience. - E. Joseph Cossman

“The more you talk about and ask about them, the more they will like you” – Jeffrey Gitomer

“Most people aren’t willing to do the hard work it takes to make selling easy” – Jeffrey Gitomer

10.5 Commandments of Sales Success – JEFF GITOMER

#1. Think (the sale is in your head)

#2 Believe (develop a four-part belief system that can’t be penetrated)

#3. Engage (develop rapport and personal engagement, or don’t start the selling – buying – conversation)

#4. Discover (people buy for their reasons, not yours. Find out theirs first)

“People don’t like to be sold, but they Love to buy”. – Jeff Gitomer

Find out their motive - for buying will get you to the heart of the sale.

Find out about their story - as it unfolds you will have better questions to ask.

Find out about past experiences – listen empathetically, never interrupt, and at the end of the story ask more questions.

Find out about their expertise - find out how much of an expert they are.

Find out about their Wisdom - asking them what they have leared and how they applied their knowledge.

Find their need - will also tell you their urgency to buy, if you’re able to uncover how they will use and profit from what you got as opposed to what they’re currently using

Find their want - the more they want it, the’ll find a way to own it (just like you)

Find their Passion - their highest form of emotion. Sales are made emotionally and justified logically. Share their passion.

Find their fear - fear of loss is greater than desire to gain.

#5. Ask (ask the wrong questions – get the wrong answers)

- FACT: Questions are the heart of the sale.

- FACT: Questions convert the selling process to a buying process.

- FACT: Questions uncover facts and motives for buying.

- FACT: Most of what is written about asking questions is wrong – and I hope that’s what your competition is using to learn questioning.

#6 Observe (your ability to observe must be as powerful as your ability to sell and ayour ability to listen)

#7. Dare (have the chutzpah to risk)

#8. Own (know whose fault it is when the sale’s not made)

#9. Earn (sell for the relationship, not the comission)

#10. Prove (one testimonial is worth one hundred sales pitches)

#10.5. Become (you don’t get great at selling in a day. You get great at selling day by day)