“Sales is a professional expertise. You can’t wing a presentation and expect to win on personality alone.”

“The buyer doesn’t want to be looked at as a dollar sign. Be a human being.”

“I wasn’t concerned about being loved—I knew it was the right idea, I believed in it, and I had to sell it.”

“I exercise to understand myself. I read to understand others.”

“We were able to go in and listen to what they needed, craft a solution, and then show them how it would work—that’s what made the sale.”

“Listening is the absolute hardest thing for any of us to do in sales — but it’s also the most important.”