"Excellence is achieved through qualitative differentiation, not through quantitative increases in activity"

Three places excellence does NOT come from: "1. Excellence is not the product of socially deviant personalities. 2. Excellence does not result from quantitative changes in behavior. 3. Excellence does

"We like people who are similar to us... Many sales training programs now urge trainees to "mirror and match" the customer's body posture, mood, and verbal style, as similiarities along each of these

"The principle of social proof: It states that one means we use to determine what is correct is to find out what other people think is correct... We view a behavior as more correct in a given situatio

"Whenever one takes a stand that is visible to others, there arises a drive to maintain that stand in order to look like a consistent person." - Robert Cialdini

"Observers trying to decide what a man is like look closely at his actions... His behavior tells him about himself; it is a primary source of information about his beliefs and values and attitudes." -

"For the salesperson, the strategy is to obtain a large purchase by starting with a small one. Almost any small sale will do, because the purpose of that small transaction is not profit. It is commitm

"Inconsistency is commonly thought to be an undesirable personality trait... On the other side, a high degree of consistency is normally associated with personal and intellectual strength." - Robert C

"The fourth agreement: Always do your best... it is action that is going to make you feel intensely happy. When you always do your best, you take action." - Don Miguel Ruiz

"The third agreement: Don't make assumptions... The problem with making assumptions is that we believe they are the truth." - Don Miguel Ruiz