Why do people find him irresistible? Why was he so successful? What are his secrets? As I said, I'm not going to do an overall, comprehensive summary. I'll do just an impression, just a compilation of peak passages in his books, just a number of remarkable strokes.
FoundationHe works from a solid moral, ethical foundation. He insists that there must be two winners in every sale he makes.
He believes the true mark of a successful sales is the repeat business.
An Honest Secret to ConfidenceEvery morning before he leaves home for work, he'd ask himself,"Will I buy from me?"
Do you radiate confidence to your buyers? Do you send out negative signals?
How do you annihilate such negative cues?
And what's his secret key to confidence? The answer is "Homework." He did a thorough preparation. I can't help admiring his disarming honesty here. He declares there are no short-cuts. Thorough preparation is the price you pay for radiant, winsome confidence.
Long HaulHow do you sustain your enthusiasm?
(1) Celebrate small successes. If you live only for monumental successes, most days in your life will be disappointing.
(2) Be grateful for everything, be grateful even for the next 24 hours you're going to live today.
There are many more pointers to learn from his tapes and books. Here I gather only what is relevant for the topic of personal effectiveness.