Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales

Chapter 56. Your "Needs" May Not Be Your "Rights"^*

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Napoleon Hill

Napoleon Hill Foundation

Napoleon Hill is the creator of many foundational books that have impacted salespeople over the past 70 years. These have included Think and Grow Rich and Success Unlimited and How to Sell Your Way Through Life. Although not a sales trainer, we feel Hill's works are too important to ignore. With that in mind, we have included the following excerpt to educate and inspire you in your sales career.

A very brilliant woman recently eliminated herself from a position that offered an opportunity for advancement for which many people would have been willing to render service adequate to help them make the most of that opportunity.

This woman had ability. She had a dynamic personality. She had an excellent education, but what she did not have was a clear understanding of the difference between her "rights" and her "needs."

Her salary was $500 a month. Added to this she received $300 per month in alimony from her former husband. When the alimony payments were ended, she continued to live, as she had been doing for many years, on an $800 per month spending schedule.

Falsely mistaking her "needs" for her "rights," she began needling her employer for more money. Moreover, she worked herself into an irritable state of mind which made her a nuisance to her associate workers. They began to complain about it until, at long last, she was let out of her job.

One's "needs" may be many; one's "rights" are comparatively ...