Sublime

Here is yet another approach to handling the “price is too high” objection: “I’m glad you’re concerned about price, Mr. Prospect, because that’s one of our most attractive advantages. Would you agree that, as a practical matter, a product is worth what it can do for you and not what you have to pay for it?” (Wait for answer.) “Starting with that

Your company must make a profit because when they do, everyone benefits.”

I’m reminded of Wayne Dyer’s saying “go the extra mile, it’s never crowded.”

It’s what you’re saying to yourself about yourself when you’re by yourself that will affect you most. This is the only thing that, at the end of the day, is going to determine how rich you become. Have the right attitude, and you’ll create the right life for yourself. It’s really as simple as that. Anyone

Upserving means doing more for the other person than he expects or you initially intended, taking the extra steps that transform a mundane interaction into a memorable experience.

The one rule that sums up the job to be done – the one formula that is fully in harmony with the real world – the secret of success is: Find out what people want and help them get it!

11 Your Attitude toward You

Now if I had said, “Can’t afford it!” the salesman, assuming he was a pro, would have said to me, “Mr. Ziglar, if you can’t afford to repair your roof, won’t it be even more difficult after a few more rainstorms to afford the new furniture, the paint job, and the new insulation in the attic, and still have to afford the new roof?”