Quotes from Jay Abraham

An amazing thing, the human brain. Capable of understanding incredibly complex and intricate concepts. Yet at times unable to recognize the obvious and simple

man who goes to a hardware store to buy a power drill doesn't really need a drill—he needs holes. He

As Isabel Allende said, "You are the storyteller of your own life, and you can create your own legend or not." Step

Yet I had invested nothing up front. It was just a matter of recognizing that one person's distress is another person's opportunity.   When

A cross-sell is introducing to the client an additional product or service that will add or increase the result of their transaction with you or your company. Your

the key to rapid success as a preeminent business is to fall in love with your clients.

Writer and researcher of group dynamics Christina Baldwin once said, "Words are how we think, story is how we link.

An endless number of these unmade connections exist to this day, especially in the business world. You are surrounded by simple, obvious solutions that can dramatically increase your income, power, influence, and success. The problem is, you just don't see them. I

When you read the phrase "selling your product or service," don't just think in terms of the product or service your company sells, but also your individual and intangible personal product or service—you. And understand that you need to sell you and your ideas in order to advance your career, gain more respect, and increase your success, influence, and income. And

To get your prospects and clients to see you or your business as offering them a superior benefit or advantage that no other competitor offers them is the essence of a unique selling proposition (USP). You

Marketing is the greatest return-on-investment activity a business can ever do. Let

One final note from the world of fiction: You'll be more believable if you're not perfect. A useful flaw in your character makes you more interesting and gives you a hook so that you penetrate deeply into the minds of your marketplace. The marketplace then sees you as human and real. By

One of the best preemptive methods is to work candidly with your prospect to compile a pros-and-cons list. Have your prospective client draw up a list with the name of your product or service placed alongside two alternative options that he or she is considering. The rest is easy: Show how you're the optimal choice.

If you're failing to strategize, you're probably using your time in the wrong ways.

Most people in bad times cut corners in the most treacherous way imaginable—by downsizing human or intellectual capital, the real asset of most businesses today. That is a mistake. You can find no greater upside-leveraging tools than the energy, passion, intelligence, connections, and entrepreneurial spirit of the human beings you surround yourself with.

Create a worldwide personal network of quality business players (i.e., a mastermind group, a board of advisors, or a private group of mentors—call it whatever you want to) who will help you solve any problem your business encounters—and fast, because they've already faced and overcome such problems themselves. Let

the most defining trait of great entrepreneurs in the twenty-first century will be the ability to creatively collaborate with other people

better idea would be to keep the same number of staff you have now and invest in high upside-leverage "performance enhancement" training, which would result in those same employees becoming as much as 50 to 100 percent more effective.

You might be thinking, "My business responsibilities don't include clients and selling. I'm in the accounting/human resources/quality-control/MIS/production department." Think again. The fact is, everyone is in sales.

The secret is yet another set of three P's: Be preeminent, be preemptive, and be proprietary.

Customer: A person who purchases a commodity or service. Client: A person who is under the protection of another.   The

as long as their salespeople maintain sales from existing clients at past levels or above, give them 100 percent of the profit on the first sale for every new client they bring in. They'll be ten times more motivated to sell new clients.

You have also become a trusted adviser and a friend. And you should think of your clients as dear, valued friends.

Sell the benefit, not your company or the product. People buy results, not features.