having just listened to the Brian Tracy “The Psychology of Selling” again I recognise all the points you have raised here. I agree that it does make a huge difference when you really value the other person. They can tell.

We are fortunate in having really great customers but I suspect part of that is that there is a genuine desire on pour part for them to succeed.

We develop Electronics and Embedded Software products primarily for Australian Electronics Manufacturers and it is very important to us that our customers get there best chance at success through our delivery of great design that does exactly what they need it to do.

I read Dale’s book in the early 90s and found it refreshingly helpful in improving my ability to connect with others. If you are trying to anything of any significance, then you need the help of others.

Thanks for such a pithy and engaging look at selling.

Ray Keefe
Successful Endeavours Pty Ltd
http://www.successful.com.au