I can’t stop thinking big, I can’t stop thinking big!

—“Caravan” by Rush (Written by Lee/Lifeson/Peart)

Your Results Will Never Exceed Your Thoughts

Thoughts are things.

—Napoleon Hill

You will become what you think about.

—Earl Nightingale

Write down your goal on a piece of paper.

—Napoleon Hill

There are probably hundreds, if not thousands, of quotes similar to these, all the way back to the ancient philosophers of thousands of years ago.

It’s amazing how times never change, isn’t it?

For all the war and human loss and upheaval and economic uncertainty and everything else we hear in the news, when I sit down to read an old book, say The Law of Success by Napoleon Hill, originally published in 1925, I’m astonished to see the author talking about the very same problems the world faces today, then he goes on to say that people have been worrying about the same things down through the centuries.

It’s true! And it goes back to what I said about one of the very basic blocks of sales professionalism: Human nature never changes. That’s why people always worry about the same things, regardless of what century or millennia it happens to be. Likewise, it’s why all sales techniques work across all industries, and why many ideas you can pick up from books written a century ago will still work today. Human nature doesn’t change, and sales are sales.

So, with that in mind, let’s say you’ve mastered all there is to know about sales, and you’ve proven in practice ...

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