*GUIDING PRINCIPLES *
Prospects aren't against you; they are for themselves.
Failure teaches you as much as success.
Work where you're celebrated, not tolerated.
If prospects aren't interested, it means that you message isn’t interesting.
People don't resist change; they resist being changed.
It’s not your job to ask people into buying,. You don't create motivation; you align with it.
People don't buy because they understand you; they buy because you understand them.
Convincing is the lowest form of persuasion. To get and keep attention, shine a light on a meaningfully different idea related to a big expensive problem people don't know about.
Consistency beats intensity.
People are more persuaded by what they hear themselves say, not what you say.
Detach from the outcome. Tune out what you don't control. Tune in what you do.
Don't lie by omission. Be the arbiter of unbiased information. Tell the whole story, not part of the story.
Don't fight resistance. Join the resistance. Trying to change minds is a net negative every time.
Be patient. Nobody has it figured out; everyone is under construction.
If you can’t leave your job, you don’t have a job. The job has you.