"People with goals succeed because they
know where they're going."

Write down all the great things about everyone you know. Make a huge list of all the wonderful things about you. Compliment people wherever you go. Praise every single thing you see. Be a ray of sunshine to everyone you meet, and make their day better for having seen you. Say "Thank you" at every turn. Walk, talk, think, and breathe appreciation and gratitude.

When you do this, your outer life will change to reflect your inner state of being.

There's nothing worse than making a problem worse with negative energy. When you face a tough situation, remind yourself that everything is fleeting. You've been scared, tired, angry, frustrated, and disappointed before, and guess what? You got over it. Don't make things more difficult on yourself by wallowing in negativity. The more time you spend in a negative state, the harder it is for positive energy to bloom and restore balance. There is nothing to gain by keeping negative feelings around. Find a way to resolve those feelings quickly, and your problems will soon be replaced by solutions and improvements.

"Everybody thinks of changing humanity, and nobody thinks of changing himself."

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"It has been my observation that most people get ahead during the time that others waste time."

"A smooth sea never made a skillful mariner."

With the power of your imagination, you can just as easily turn a bad situation into a good one. The next time you're facing a situation you dread, try thinking about all the things that you're afraid will go wrong, and imagine the feelings that go along with it. Then imagine some some positive alternatives by using the phrase "but instead." For example: "I spend the entire morning calling all my leads from marketing, and no one wants to talk to me." Now repeat that statement, but add "but instead" at the end, and then imagine a positive outcome: "...but instead, I have a conversation with marketing about where these leads came from and why they're not working, and we figure out a strategy to find the right leads for me to pursue." With a little imagination, you can get right back on course.

"No one can cheat you out of ultimate success but yourself."

You don't have to be the funniest, best looking, or most exciting person in the room. Those qualities are great, but they will take you only so far. Take pains to show that you are considerate and kind. Listen with curiosity and without judgment. Deliver on your promises. Show that you are worthy of trust. When you actively practice these, then all your other strengths will also have room to shine.

"In sales, a referral is the key to the door of resistance."

Salespeople need to be reliable. Do you follow through with the things you say you'll do? Are you organized? Do you pay attention to detail? Are you knowledgeable about your product, industry, and customer's biggest business challenges? Early in the selling process, customers are concerned about whether or not you'll do what you say you will. If you successfully follow through, then your success will grow in other areas, as well.

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"No matter how much success you're having, you can't continue working together if you can't communicate."

You can have everything in life you want if you will just help enough other people get what they want.

Start every selling relationship by being yourself. Every customer does an initial individual evaluation before deciding to do business with you. That's the way relationships work. You'd be surprised by the number of salespeople who are not aware of this. You'd also be surprised at how many salespeople don't have a clue about who they really are. If you truly do not know yourself, how can you possibly expect others to recognize you?

"Study the public behavior of top stars and you can detect a keen attentiveness to brand value."

Our natural state of being is joy, and it takes so much energy to think negative thoughts, to speak negative words, and to feel miserable. The easy path is good thoughts, good words, and good deeds.

Take the easy path.

Remember, customers buy your product or services first, and then they buy you. It's funny how often this simple fact is overlooked, yet it holds so much importance for ongoing business. Initially, you communicate with customers to help them see their problems and understand how your solution can provide value. Once that is established, what is left? The answer is simple: you.

"Risk! Risk anything! Care no more for the opinions of others, for those voices. Do the hardest thing on earth for you. Act for yourself. Face the truth."

"I don't think there's any such thing as setting your goals too high. The higher you set your goals, the more you are going to work. If you don't reach them, then it's okay, just as long as you set it and then give 100% of yourself."

"You can accomplish anything if you're willing to pay the price"

How well do you communicate your value as a sales professional? Start by thinking in terms of other people, not yourself. What is important to the people with whom you're trying to establish relationships? What do their problems, hopes, and successes look like? You can't start a relationship without some give and take. Even if you believe you can solve a person's problems with your eyes closed, hold back. Resist the urge to let your enthusiasm run wild at the expense of opening up the conversation. If you listen closely, you're already providing value.

"The person who would like to make his dreams come true MUST STAY AWAKE."

How long is the list of people to whom you owe thanks? Gratitude is not just a once-a-year expression used during Thanksgiving, performance appraisals, or annual meetings. It's a daily necessity for sales professionals whose goal it is to provide value for as many people as possible. Start counting the number of people to whom you give a sincere and meaningful thanks each day. If it's fewer than five people, start making an effort to look for opportunities to thank more people every day. You might even be lifted up by getting thanks in return.

"Do the thing you fear, and the death of fear is certain."

“Panty Dropper.” It was the late 1990s and those two words were stenciled in Old English font on the back of a lowrider.
This truck definitely deserved that title. The long, sleek truck had hydraulics under the tires and three sets of wheels on the back axle. Eight sexy tires hitting the pavement on chromed out rims. Blue lights under the body of the truck and velvet covered seats on the interior.
Yes sir, this car was a panty dropper if there ever was one.
You didn’t get much sexier than that.
I parked my car next to that truck almost every day for the two years that I was working at a heating and air conditioning company in Northern Virginia. While I was focused on driving millions of dollars of new revenue, Travis was one of the technicians servicing our clients. Apparently his truck was getting him laid a lot more than me and my Honda S2000.
Remember those days? The days of The Fast and the Furious — the original?
We dropped our cars to the ground and added shiny rims, lights, and a custom paint job. And boy did the girls swoon. (“Ooh La La” as Britney says.)
But it didn’t take long for us to move on to something else. And now the days of the lowrider are all but gone.
It’s not sexy anymore.
And my buddy Travis isn’t driving a truck with the words “Panty Dropper” anymore.
That’s pretty much the world we’ve come to when we talk about content marketing. Do you remember when you first heard the words “content” and “marketing” together?
Probably on a webinar, right? Maybe at a trade show or a conference that you were attending.
But do you remember how sexy it sounded the first time you heard it? It kinda took your breath away, right?
But think about it now.
It’s kind of like Travis’ lowrider. It’s not sexy. It’s not dropping panties.
It’s become stiffly formulaic, manipulative, and self-serving. It’s hard to have a healthy, sexy relationship that’s based on cold formulas and selfish behavior. It’s not good for the bedroom, and it’s not good for the boardroom.
But that’s the status of content marketing right now.
But it doesn’t need to be that way. Here are a few things to think about:
1. Patterns matter. But people matter more.
It’s pretty damn incredible that our technology lets us analyze the number of links that prospects click on in the emails that we send them. It’s pretty cool that we know when someone opens an email and at what time and where they’re at when they do it.
That’s cool. But a lead score in an emotionless CRM isn’t the same as a heartbeat. Truly effective marketing isn’t just about lead scoring. It’s about love — which is why the best content you can deliver is a smile, a handshake, a kind word, a full response — not a hurried “get off my support queue” message.
Take time to engage your community. They are people with opinions, problems, feelings, and a need to be heard. They aren’t just targets you can manipulate into giving you money.
2. Results don’t lie. But conclusions do.
Usually, the numbers you’re looking at in your marketing process are the right numbers. They add up. The results that you are getting are the actual results that you are getting.
However, the conclusions you come to looking at those results are not as clear.
It takes a lot of time and commitment and creativity to build thought leadership in any industry. It’s insane to think that you can create a PDF or an infographic or a blog post and immediately get the undivided attention of your ideal customers.
Remember, it always looks like what you’re doing isn’t working until it starts working.
The numbers might say “No”, but the right conclusion should be “Not yet”. That’s important to remember.
3. Delight is more charming than determination.
It’s easy to write content that sends drip emails to your prospects on a regular basis.
You are determined to stay in front of them — and that’s a good first step. But it doesn’t make prospects swoon. In fact, it’s all too often annoying, condescending, and downright enraging.
Focus on being unexpectedly delightful.
What can you do that completely disrupts your prospect’s negative perception of being manipulated by you? The rest of your industry is sending “Last Chance” emails and “3 Hour Only” discount parties that are just confusing and distracting your ideal customer.
How about a human to human discussion about how you can help? People want to know that they matter — and not just as a dollar bill in your bank account. Create marketing content that is educational — but most of all “delightful”.
Feel it. Push it. Run. Do it.
Helen Keller is often quoted as making the observation that “the most beautiful things in life cannot be seen or heard, only felt.” Without much scientific evidence backing that up, most of us would agree with her.
Understand the emotions of being appreciated and the value of feeling loved and respected. There are moments when our emotions are so all-consuming we are left speechless.
If you were around to see Travis’ “Panty Dropper” lowrider in the 1990s, you might of had a moment like that — where all you could do is shake your head and marvel at the tradecraft you’re looking at.
It’s time to turn the discussion around content marketing to getting back to “sexy”. It’s time to care more, be more, show more love — to make people feel special again.

"Go confidently in the direction of your dreams. Live the life you have imagined."

What keeps sales and marketing from playing nice together? Collaboration is not just a pipe dream anymore; sales and marketing must both be committed to getting on the same page. Have you agreed on the definition of a lead? Do you have a strategy to capture those specific kinds of leads? Between blogs, email campaigns, social analytics, user-generated content, and more, marketing has plenty of options to help sales find great opportunities. When sales and marketing work together, everyone wins. What are you doing to foster better collaboration and communication with marketing?

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"Making a decision usually means taking one of two roads. One is doing the right thing. To take the other road, you have to sit back and spin a story around the decision or action you are taking. If you find yourself thinking up an elaborate justification for what you are doing, you are not doing the right thing."

Love is the highest power we possess to be in complete harmony with the law of attraction. The more love we feel the greater our power. The more selfless love we feel, the more unfathomable our power.
The law of attraction has been called the law of love, because the law itself is a gift of love to humanity. It is the law by which we can create incredible lives for ourselves.

The more love we feel the greater our power to create a magnificent life of love, joy, and harmony.

As a sales professional, how are you using social media to enhance your core selling activities? In a social-media world, sales managers fear that their reps will end up wasting time chasing the wrong customers down rabbit holes. Your goal on social media should be, first and foremost, to listen, and listen carefully. What are your customers saying about you and your competition? What are their concerns and worries? Jump in with an answer only if you have relevant, useful, and targeted information to share. Nothing will increase your chances of being ignored faster than an obvious sales pitch. In order to make a successful connection on social media, you must first listen.

"One can choose to go back toward safety or forward toward growth. Growth must be chosen again and again; fear must be overcome again and again."

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"You can't wait for inspiration. You have to go after it with a club."

"It's not your position in life; it's the disposition you have which will change your position."

If you want to improve your conversations with customers, lose the jargon. The next time someone asks you what you do (or what your company does), watch to see how many insider industry terms you drop. Corporate-speak is generally more confusing than helpful to someone who's asked you a straightforward question. Plus, jargon limits your reach to folks who already understand those phrases and terms. What about the people who could use your solution or service but don't know it yet?

"You have within you right now, everything you need to deal with whatever the world can throw at you."

As a salesperson, it’s imperative that you buy into the solution you’re selling, and understand how it can address key pain points that your prospective customers are dealing with. After all, sales is all about radiating trust and confidence, and helping prospects see that you understand their situation and are there to help.
That being said, even if you possess that self-belief in your business, it doesn’t mean your prospects will — at least not in the early stages of the sales process.
In fact, when you first meet with new contacts, it’s likely you won’t have much time with them. They may have forgotten exactly what they wanted to talk with you about, who your company is, or why they cared about the business topic in the first place. Whatever the reason, initial appointments early in the sales process are often maddeningly short — 30 minutes if you’re lucky.
When prospects do grant you that time, how can you make the most of it? Here are 12 tips that should help you qualify prospects, and show some value to secure the next appointment:

1. Brainstorm a simple, three-point agenda. The goal is to know exactly what you want to cover before you walk in the door or pick up the phone. With 30 minutes or less, don’t waste a moment.
2. Prioritize your questions. This will allow you to get the information you really need up front. That way, if the meeting is cut short, you’ll have the details needed to show why your prospect should schedule the next appointment.
3. Don’t be late. This might seem obvious, but promptness is key when you don’t have much time. If it’s a phone appointment and the prospect doesn’t answer, leave a voicemail, keep trying, and don’t be afraid to ask an assistant to help you find your contact.
4. Relax, but be professional. Keep it friendly and fun so the prospect will want to talk to you again, but make sure the meeting is helpful and respectful, too.
5. Ask thought provoking questions. For example: What’s held you back from addressing this business situation? The goal here is to acquire (and deliver) insight into the prospect’s situation that will leave you both interested in continuing the conversation.
6. Make insightful points that demonstrate you grasp the situation your prospect shared. For instance: It seems like the recession has not only constrained you, but the market you’re targeting has as well.
7. Share suggestions that make the conversation valuable. Prospects will remember if you bring particularly insightful or helpful information to the table and will want to meet with again – soon.
8. Stick to the scheduled time allotted. Allow the prospect to see that you respect their time and deliver on your commitments. This will make prospects more likely to squeeze in future appointments, even if they’re busy.
9. Maintain a quick pace throughout the conversation. It doesn’t matter who you’re selling to — everyone is busy. The less you linger, the more prospects will feel as if you can get through your whole agenda on time.
10. Schedule the next meeting before ending the conversation. This is critical. If you forget this step, it will make getting on the prospect’s calendar infinitely more difficult.
11. Act with a sense of urgency. Try to schedule the next meeting sooner, rather than later (i.e., this week or next, rather than three weeks or a month from now). You don’t want to lose the momentum you’ve created.
12. If possible, end the call early. Don’t rush the meeting, but if you cover everything before the scheduled time is up, give prospects the gift of their time back. They’ll remember you for it!

The bottom line is that while 30 minutes doesn’t seem like a lot of time, it’s actually a sufficient window for an initial appointment. Your goal here is to qualify the prospect, find out more about their situation, show some value, and get the next appointment.
If you follow the 12 tips above, I have no doubt you’ll be able to accomplish that goal with greater frequency!

Be aware of the people who are most helpful to you. Those are the folks you should be talking to most frequently as you strive to deliver the highest value to your customers and for your company. The quickest way to climb the ladder of success is to find the right people, who will give you a boost when you need it. If you look around and find a lack of supportive people, start reaching out to those who might serve that purpose for you. Ask them what you might be able to do for them in order to establish a mutually beneficial relationship.

"Nothing will ever be attempted, if all possible objections must first be overcome."

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Sometimes salespeople can get so caught up in the day-to-day grind that they forget to stop and look at the big picture. Today, check your long-term goals and plans (these should be written down somewhere). Are you on track to meeting these goals? Do you need to modify anything or change your daily behavior in order to attain what you most want in life? Which goals are no longer relevant or need to be updated? At the end of every week, month, and quarter, salespeople are hustling to make their numbers. In the never-ending race to the finish line, don't neglect to take the actions that will help you achieve the larger goals in work and life.

"Character is like a tree, and reputation is like a shadow. The shadow is what we think of it; the tree is the real thing."

What should a salesperson do when customers become disagreeable? This largely depends on the situation – who is this customer, how long have you had this relationship, and what's the nature of the disagreement or complaint? Very often, customers harbor complaints that can actually provide salespeople with valuable feedback about how they're communicating or what kind of products or services would be a better fit. Try looking past the tone or attitude and see if there's anything you can take away from the situation that would end up serving you well in the future. No matter what (even if you decide the customer is more trouble than he/she is worth), always maintain your professional attitude and demeanor when responding to a customer who's disgruntled. Keep a level head and do your best not to lose your cool.

"For every disadvantage there is a corresponding advantage."

Begin your day by feeling grateful. Be grateful for the bed you just slept in, the roof over your head, the carpet or floor under your feet, the running water, the soap, your shower, your toothbrush, your clothes, your shoes, the refrigerator that keeps your food cold, the car that you drive, your job, your friends. Be grateful for the stores that make it so easy to buy the things you need, the restaurants, the utilities, services, and electrical appliances that make your life effortless. Be grateful for the magazines and the books that you read. Be grateful for the chair that you sit on, and the pavement that you walk on. Be grateful for the weather, the sun, the sky, the birds, the trees, the grass, the rain, and the flowers.

Newer sales professionals will always have something to learn from sales veterans. But given the rapid changes in technologies that help grow revenue, no one can truly claim to have an advantage based on the number of years he or she has been in the business. A sales veteran is someone who knows how difficult it is to carry the bag and who has hopefully learned more than a few ways to lighten that load. It's important to pass that knowledge on to newer members of the sales team. It's equally important, however, that experienced sales professionals work to stay sharp. In today's world, you're either linked in or left out.

"Experience is valuable only if it's imbued with meaning from which one can draw salient conclusions. Otherwise, experience becomes imprisoning."

"I believe through learning and application of what you learn, you can solve any problem, overcome any obstacle and achieve any goal that you can set for yourself."

"Character may be manifested in the great moments, but it is made in the small ones."

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Isn't the world full of wonderful things? If you have trouble seeing all the good things in the world, try resetting your perspective by listening to upbeat music, watching a show that makes you laugh, spending playtime with children, engaging in 20 minutes of light exercise outdoors, getting in touch with an old friend, or giving a stranger a compliment. These are all small things we can do to remind ourselves of the wonder that exists in the world – and the wonderful people in it.

"Learning is not compulsory, but neither is survival."

Making the Intangible Tangible

 

 

During the first few minutes/hours/days after making a buying decision, many new clients start second-guessing themselves. What's really happening is that their focus has shifted from the benefits they are excited to gain to the loss of their security (aka money).

 

This is called "buyer's remorse."

 

It's an important part of your job as a sales pro to head off buyer's remorse by preparing the client for it in advance. This can be a bit of a challenge when your product is intangible or is not immediately available, but it can be done.

 

The intangibles I'm referring to are products such as insurance, advertising, marketing plans, education, or services such as janitorial, landscaping or pool cleaning. It can be tougher to build value in the clients' minds because the positive benefits or results from these intangibles must imagined or envisioned. Some buyers aren't all that good as using their imaginations.

 

As a sales pro, your goal is to enable the buyers to "experience" the benefits by helping them vividly picture the results. Here are a few examples:

• "Just think how well you'll sleep tonight knowing that you've secured your children's future should something unfortunate happen."
• "Close your eyes and see yourself coming home from a tough day at work and walking into a home that's clean--with all the beds made, the trash removed, and the baths and kitchen sparkling. You will be able to kick off your shoes and relax--instead of feeling like your home is your second job."

Notice that neither example mentions money. The focus is on what the buyers will receive, not what they will be giving up in order to get it. When they get and stay focused on what they will gain, you're more likely to close the sale and keep it closed.

 

The gain of benefits that are desired or needed by the buyer is a powerful motivator toward the buying decision and a method of preventing buyer's remorse.

Too often, salespeople are too quick to talk up the wonders of their terrific solutions. Before you start trumpeting the virtues of your product, service, or company, do your homework and diligently assess your prospect's unique circumstances. Great salespeople approach a customer or prospect's problem with the mind-set of a physician, methodically probing and analyzing symptoms before arriving at a diagnosis. Be curious, and be real. Let go of preconceived ideas and open yourself up by paying close attention to the needs of other people.

"The superior man blames himself. The inferior man blames others."

In any contest, there are winners and losers – and salespeople hate to lose. But remember the old saying: it's how you play the game that counts. In any sales career, there will be highs and lows, peaks and valleys. Just because you're on top one day doesn't mean you'll always be there. If life is a contest, that means there will always be another way to push yourself forward. The outcome of a contest doesn't matter as much as feeling every day like you're a winner.

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"You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you. "

Salespeople who think of long-term value for customers are more likely to create long-term wins. Relationships and loyalty are still very important in the sales profession, especially in a world where customers can choose to take their business elsewhere in the blink of a single tweet or mouse-click. If you keep the longevity of your customer relationships in mind, they'll never have a reason to stray elsewhere. What have you done recently for your long-term clients and customers? Think about your track record of longevity the next time you talk with a prospect for the first time. It might help them to know that you have a proven history of providing long-term value.

If you make time to list all the things you are grateful for, and you feel the feelings of gratitude, you will feel amazing every day. Your frequency will be high and you will move through your days in love with being alive, bringing joy wherever you go, positively affecting one person after another.

When you live a life like this, everything you want will come before you even ask.

"Do not fear going forward slowly; fear only to stand still."

Salespeople must work hard to keep negativity in check. There's no denying the fact that cold calling, prospecting, and facing daily rejection has a way of piling up on even the best salespeople. But there are ways you can combat the urge to sink into a negative slump. Go for a walk, call someone who always cheers you up, or do something nice for someone in need. Never allow thoughts of self-doubt and insecurity to take root in your mind.

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Make a sale – that’s the easy part.
Now comes the hard part: Doing everything else.
Making the sale is not just the money and the victory. It’s also the foundation for a relationship – as long as the rest of the process flows as you have sold it.
Here are the “beyond the sale” elements than make a relationship probable:
Deliver. After a sale there is an expectation for delivery. Salespeople tend to delegate this process as much as possible, because they want to make the next sale. Quickly.
Perform as expected. Both as a person and a product, the customer wants top quality, regardless of the price they paid. They also expect a quality person to be there to see things through.
Keep promises. Customers remember promises that salespeople make. Most times better than the salespeople who make them. If the promises are kept everyone wins. If the promises are not kept, the salesperson loses.
Provide value. This is a critical area as you seek to build a long-term relationship. Value is not what you add. Value is what you do to help customers understand how they use and produce, and how they profit from purchase. CAUTION: What you believe is “valuable” may be perceived by the customer as “part of the sale.”
Serve personally. Customers are counting on you to know your stuff as it relates to their purchase. They expect you to anticipate needs, coordinate details, and handle every aspect of the “after the sale” process.
Fix it yourself. When you get a call for service, DO NOT PASS IT ON. Handle it yourself. Customers don’t want or expect a runaround, they just want it handled, and expect it from you.
Communicate weekly from the time you complete the deal. Until the initial process is delivered, and everyone has been trained or is comfortably using your products and services, communication should be frequent, and communication to customer requests, immediate. After that, you build value towards the NEXT sale by staying in touch with (in front of) every customer every week.
WOW! them. It may be something as simple as fast service or personal phone calls. But however your customer defines WOW!, you better be executing it.
If you do everything I have outlined, I can assure you two customer responses.
They will buy more, and they will buy again.
When this occurs, it’s not just a reason to celebrate, it’s a report card that you are doing what the customer expects you to do, not just what your company dictates as policy or procedure. And it creates the basis for relationship.
NOW, you can ask for a referral and get one. NOW, you can call them on the phone and they’ll return your call. NOW, you have earned the next order.
Making the sale is a gateway to a relationship. All you have to do is everything else. 

Humor Break

 

A young executive was leaving the office late one evening when he found the CEO standing in front of a shredder with a piece of paper in his hand.

"Listen," said the CEO, "this is a very sensitive and important document here, and my secretary has gone for the night. Can you make this thing work?"

"Certainly," said the young executive. He turned the machine on, inserted the paper, and pressed the start button.

"Excellent, excellent!" said the CEO as his paper disappeared inside the machine.

"I just need one copy."

Sales

 In my early days of selling, prospects would occasionally ask why a deposit was required. The usually acceptable explanation was that making a deposit was an act of good faith. I would go on to explain that since the company had to make an investment in packing and shipping the merchandise, the managers needed to know for certain that the customer was serious about ordering.

From time to time, a prospect would say, “That deposit is really yours, isn’t it?” The implication was that I was pushing for the sale because the down payment would be mine. Over the years, I developed a response that allowed me to break the ice, make a friend, and get the sale all at the same time. While looking the prospect right in the eyes, I would respond with an absolutely straight face. “No, the deposit is not mine, but I know that many companies work that way.” Then keeping the straight face I would say, “I send the deposit to the company, and then I get all the rest!” The customer would invariably laugh, and then we were in business.
I have had a prospect say to me, “You just want me to buy so you can make money.” Since the statement was always said in a serious manner, my response was, “Mr. Prospect, if 100 percent of your investment came directly to me, it still would provide only a small fraction of my monthly needs. If that was my reason for selling, I would not be in this business for very long. In a matter of days—or even hours—my profit from this transaction will be gone, but your benefit from using my product will last the rest of your life. Here’s my question: In all fairness, if we complete the transaction, who do you think is going to be the bigger winner?”
The person selling elephants gets three basic objections: Where does that thing sleep? What does that thing eat? Who cleans up after it?
You may not be in the business of selling elephants, but all sales professionals deal with questions and objections. Some fear that these questions and objections lead the prospect toward the dreaded “no” response when attempting to close the sale. Actually, objections are our best friends.
Asking a question or raising an objection indicates interest or feeling. Think of an area that holds little or no interest to you. Whether you thought of basketball, opera, fishing, golf, television, ballet, or race-car driving, you have no questions (objections) if you have no interest. For me, it’s fishing. Regardless of the quality, brand, resort, or basically anything in this area, I just don’t care about fishing, so I am a poor prospect. The fishing gear salesperson could waste a considerable amount of time with me because my tendency would be to respond kindly and courteously, but the chances of my buying are remote at best.

"If you have no confidence in self, you are twice defeated in the race of life. With confidence, you have won even before you have started."