O'Reilly logo

Smarter Consulting: How to start up and succeed as an independent consultant by Mike Johnson

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 5. The life of a salesman

 

‘Whenever you’re sitting across from some important person, always picture them sitting in their underwear. That’s the way I always operated in business.’

 
 --Joseph P. Kennedy
 

‘The customer’s always right,

The son of a bitch

Is probably rich

So smile with all your might.’

 
 --Noel Coward

To a great extent, this chapter is probably the most important of all. Why? Well, if you can’t sell yourself, your product or your service, no great idea, genius level IQ, hard work, smart offices or a really well-organised administrative system are going to do you any good at all. Being perfectly honest, if you can’t sell you don’t eat. Please don’t confuse selling with marketing either (that comes in the next chapter). We are talking ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required