Why Winners Win

Introduction

Why Winners Win shows what it takes to be successful in any field. It is not just for businesspeople, leaders, managers and salespeople — if you want to succeed in any endeavour, this book can help you. It is as much about success in life as it is about success in business. The two, in my opinion, are inextricably linked.

Although my work over the past two decades has focused on training real estate business owners and salespeople, before that I was in sales and sales management in the office equipment industry, and before that I worked in the hospitality industry (hotels).

So, while many of the examples I use concern real estate sales, others relate to office equipment sales and the hotel industry. Still other examples are drawn from people I have met during my life, many of whom were not businesspeople, and from books and seminars I have attended over the past three decades.

Winners are everywhere you look; unfortunately, so too are people who have chosen a different path. I learn from everyone. I recommend you do too.

It can be too easy to look at an example and say to yourself, ‘This doesn't apply to me.' Perhaps the example involves someone who is not in the same field as you, but this does not mean you cannot draw parallels and learn. ‘This doesn't apply to me' shuts out any possibility of learning important lessons that could change your life.

Throughout my career I have always sought winners and gone to great lengths to learn from the best. I did this ...