Yohoisms

David’s favorite sayings:

  • Your cautions can become fears – your fears become unhealthy beliefs.
  • One handwritten note is worth thousands of promotional dollars.
  • The quicker the customer’s decision – the more likely it is to be positive.
  • The best ingredient for meetings: keep them fact-based and judgment-free.
  • Easier is rarely better!  Don’t short-cut your process just because you can.
  • The lack of high standards is an avenue to mediocrity.
  • Great leaders are always learning.
  • It’s great when people do what you want. It’s better when they believe it was their idea.
  • The customer is not always right – just don’t tell them!
  • Asking the right questions is more valuable than knowing all the answers.
  • Don’t confuse great service with unconditional submission.
  • You can’t be further out than out.
  • The party who knows the most about the other has the power to control the conversation.
  • If you’re gonna lose – lose early!
  • Perception is reality even when it’s not.
  • Words don’t give as much meaning as you do.
  • Don’t confuse the definition of someone’s words with the intent behind them.
  • There are no great people – just people who do great things.
  • Skills augment numbers – but never replace them.
  • The most difficult parties to reach are often the easiest to sell.
  • We can sell people with our words – we persuade them with theirs’.
  • If someone doesn’t believe you care, the result’s the same as if you didn’t.
  • People won’t lose interest when they’re talking.
  • What people think you know is more important than what you actually know.
  • A commitment means taking action when you don’t feel like it.
  • The difference between a presentation and a recommendation is an examination.
  • Consequences build character.
  • Arrogance and ignorance are life’s deadliest combination.
  • I never met a carbohydrate I didn’t like.
  • Problem solvers are valuable.
    Those who can identify real problems and solve them are invaluable!
  • People won’t listen to everything you say but they’ll pay attention to everything you do.
  • Being first AND better enables you to dominate your market.
  • You can’t coach people that aren’t trained.
  • Negotiation begins at the moment of first contact.
  • Time is critical to value.
  • Everyone wants a great deal; you have to learn how they define it.
  • You have to sell by price, pressure or position.
  • Knowledge is NOT power. The application of knowledge is power.
  • If the customer can’t see the difference between you and a competitor, the decision will probably be made on price.
  • When you blame others for your failures, you can’t accept credit for your successes – worse – you give up your personal power.
  • Don’t confuse objections with fear. Most prospects don’t need rebuttals as much as reassurance.
  • “Like” is a feeling of attraction: “Trust” is a reliance on character.
  • ” I don’t have the money” is used more as an excuse than a reason although they may be the prospect’s truest words.