Great Thoughts to Sell By: Quotes to Motivate You to Success

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Great Thoughts to Sell By

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Great Thoughts to Sell By Q U O T E S T O M O T I VAT E YOU TO SUCCESS

Gerhard Gschwandtner Founder and Publisher of Selling Power With Photographs by Gerhard Gschwandtner McGraw-Hill New York Madrid

Chicago San Francisco Lisbon London Mexico City Milan New Delhi San Juan Seoul Singapore Sydney Toronto

Copyright © 2007 by Gerhard Gschwandtner. All rights reserved. Manufactured in the United States of America. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a database or retrieval system, without the prior written permission of the publisher. 0-07-150912-7 The material in this eBook also appears in the print version of this title: 0-07-147599-0. All trademarks are trademarks of their respective owners. Rather than put a trademark symbol after every occurrence of a trademarked name, we use names in an editorial fashion only, and to the benefit of the trademark owner, with no intention of infringement of the trademark. Where such designations appear in this book, they have been printed with initial caps. McGraw-Hill eBooks are available at special quantity discounts to use as premiums and sales promotions, or for use in corporate training programs. For more information, please contact George Hoare, Special Sales, at [email protected] or (212) 904-4069. TERMS OF USE This is a copyrighted work and The McGraw-Hill Companies, Inc. (“McGraw-Hill”) and its licensors reserve all rights in and to the work. Use of this work is subject to these terms. Except as permitted under the Copyright Act of 1976 and the right to store and retrieve one copy of the work, you may not decompile, disassemble, reverse engineer, reproduce, modify, create derivative works based upon, transmit, distribute, disseminate, sell, publish or sublicense the work or any part of it without McGraw-Hill’s prior consent. You may use the work for your own noncommercial and personal use; any other use of the work is strictly prohibited. Your right to use the work may be terminated if you fail to comply with these terms. THE WORK IS PROVIDED “AS IS.” McGRAW-HILL AND ITS LICENSORS MAKE NO GUARANTEES OR WARRANTIES AS TO THE ACCURACY, ADEQUACY OR COMPLETENESS OF OR RESULTS TO BE OBTAINED FROM USING THE WORK, INCLUDING ANY INFORMATION THAT CAN BE ACCESSED THROUGH THE WORK VIA HYPERLINK OR OTHERWISE, AND EXPRESSLY DISCLAIM ANY WARRANTY, EXPRESS OR IMPLIED, INCLUDING BUT NOT LIMITED TO IMPLIED WARRANTIES OF MERCHANTABILITY OR FITNESS FOR A PARTICULAR PURPOSE. McGraw-Hill and its licensors do not warrant or guarantee that the functions contained in the work will meet your requirements or that its operation will be uninterrupted or error free. Neither McGraw-Hill nor its licensors shall be liable to you or anyone else for any inaccuracy, error or omission, regardless of cause, in the work or for any damages resulting therefrom. McGraw-Hill has no responsibility for the content of any information accessed through the work. Under no circumstances shall McGraw-Hill and/or its licensors be liable for any indirect, incidental, special, punitive, consequential or similar damages that result from the use of or inability to use the work, even if any of them has been advised of the possibility of such damages. This limitation of liability shall apply to any claim or cause whatsoever whether such claim or cause arises in contract, tort or otherwise. DOI: 10.1036/0071475990

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CONTENTS

Foreword Ability Action A dve n t u re A dve r s i t y A dve r t i s i n g A dv i c e Ambition Arrogance Attitude Beauty Belief

xi 1 2 5 7 10 13 15 17 18 20 22 v

vi

Boasting Boredom Budgeting Business Chance Change Character Charity Civilization Committees Communication Competition Computers and Te c h n o l o g y Confidence Courage Creativity Critics Decision Making Diligence Discovery Dreams Education Enthusiasm Great Thoughts Contentsto Sell By

23 26 27 28 30 31 34 37 38 40 41 44 46 48 51 54 56 57 59 62 63 66 67

vii

Enterprise Ethics Etiquette Excellence Experience Failure Freedom Forgiveness Goals Happiness Hope Humor Imagination Individuality Innovation Judgment Knowledge Laughter Leadership Learning Listening Luck Management Marketing Mistakes Great Thoughts Contentsto Sell By

70 72 75 76 78 80 82 85 86 89 91 93 94 97 99 100 101 103 105 108 109 111 113 116 117

viii

Morality Motivation Nature Opinions Opportunity Optimism Passion Peace People Performance Perseverance Persuasion Planning Politics Praise Predictions Problem Solving Product Progress Purpose Quality Relationships Revolution Risk Great Thoughts Contentsto Sell By

119 120 123 125 126 129 130 131 132 134 136 139 141 144 146 148 150 153 154 155 156 157 158 159

ix

Sales Self-Confidence Self-Control Self-Esteem Selling Silence Sorrow Success Ta x e s Thought Time Management To u g h n e s s Tr u t h Understanding Vi r t u e Vi s i o n Wa r a n d P e a c e We a l t h Wi n n i n g Wi s d o m Wo r k Wr i t i n g Zest

160 163 165 166 168 170 173 176 180 182

I n d e x o f Au t h o r s

215

Great Thoughts Contentsto Sell By

185 188 190 193 194 196 197 199 202 204 207 210 212

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FOREWORD

F

rom the moment we are born, we need to make sense of our world. Our ability to make sense depends on our experiences, our attitudes, and our sources of inspiration. Sometimes it is difficult to interpret reality objectively. When our emotions run high, our judgment becomes clouded. That's when a good quotation book can help. If a customer says no, you may remind yourself that a smile is a curve that can set things straight. If you lose a sale, you may recall Napoleon Hill’s saying, “Opportunity often comes disguised in the form of misfortune or temporary defeat.” In selling, every day brings new challenges, and every new challenge creates the need for insight. Without wisdom, even success can become a curse. Remember

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xii

Winston Churchill’s saying, “Success is not final, failure is not fatal; it is the courage to continue that counts.” We hope that this book will offer you the courage to persevere and to transform. Think about Buckminster Fuller’s insight, “There is nothing in a caterpillar that tells you it’s going to be a butterfly. Stop crawling, start flying. You can use wisdom as your wings.” Gerhard Gschwandtner Founder and Publisher, Selling Power

Foreword

Professional

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1

Ability Life is like riding a bicycle. To keep your balance you must keep moving. — A L B E RT

EINSTEIN

N Natural abilities are like natural plants; they need pruning by study. —SIR

FRANCIS BACON

N

The question “Who ought to be boss?” is like asking “Who ought to be the tenor in the quartet?” Obviously, the man who can sing tenor. —HENRY

FORD

N

You cannot acquire experience by making experiments. You cannot create experience. You must undergo it. — A L B E RT

CAMUS

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Action Even if you’re on the right track, you’ll get run over if you just sit there. —WILL

ROGERS

N

Indolence is a delightful but distressing state; we must be doing something to be happy. Action is no less necessary than thought to the instinctive tendencies of the human frame. —MOHANDAS

K. GANDHI

N

Action may not always bring happiness; but there is no happiness without action. —BENJAMIN

DISRAELI

N

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The great end of life is not knowledge but action. —THOMAS

HENRY HUXLEY

N

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The best way out is always through. — R O B E RT

FROST

N

It is common sense to take a method and try it. If it fails, admit it frankly and try another. But above all, try something. —FRANKLIN

D . R O O S E V E LT

N

Periods of tranquility are seldom prolific of creative achievement. Mankind has to be stirred up. —ALFRED

N O RT H W H I T E H E A D

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Adventure

There are two kinds of adventurers: those who go truly hoping to find adventure and those who go secretly hoping they won’t. —WILLIAM

TROGDON

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To the world you may be just one person, but to one person you may be the world. An adventure is only an inconvenience rightly considered. An inconvenience is an adventure wrongly considered. —G.

K . C H E S T E RT O N

N

Adventure isn’t hanging on a rope off the side of a mountain. Adventure is an attitude that we must apply to the day to day obstacles of life—facing new challenges, seizing new opportunities, testing our resources against the unknown and in the process, discovering our own unique potential. —JOHN

A M AT T

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Adversity He knows not his own strength that hath not met adversity. —BEN

JOHNSON

N Challenges are what make life interesting; overcoming them is what makes life meaningful. —JOSHUA J.

MARINE

N Adversity is the first path to truth. —GEORGE

(LORD)

GORDON

BYRON

N Challenge is a dragon with a gift in its mouth … Tame the dragon and the gift is yours. —NOELA

E VA N S

N

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The harder the conflict, the more glorious the triumph. What we obtain too cheap, we esteem too lightly; it is dearness only that gives everything its value. —THOMAS

PA I N E

N One who gains strength by overcoming obstacles possesses the only strength which can overcome adversity. — A L B E RT

SCHWEITZER

N Great Thoughts to Sell By

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Only a loser finds it impossible to accept a temporary setback. A winner asks why. — I TA

BUTTROSE

N Problems do not go away. They must be worked through or else they remain forever a barrier to the growth and development of the spirit. —SCOTT

PECK

N I love the man that can smile in trouble, that can gather strength from distress and grow brave by reflection. —THOMAS

PA I N E

N As we advance in life it becomes more and more difficult, but in fighting the difficulties the inmost strength of the heart is developed. —VINCENT

VA N G O G H

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Advertising Advertising isn’t a science. It’s persuasion. And persuasion is an art. —WILLIAM

BERNBACH

N The spider looks for a merchant who doesn’t advertise so he can spin a web across his door and lead a life of undisturbed peace. —MARK

T WA I N

N Doing business without advertising is like winking at a girl in the dark. You know you’re doing it, but nobody else does. — S T E U A RT

HENDERSON BRITT

N If you make a product good enough, even though you live in the depths of the forest the public will make a path to your door … But if you want the public in sufficient numbers, you would better construct a highway. Advertising is that highway. —WILLIAM

RANDOLPH HEARST

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Don’t sell the steak, sell the sizzle! —ELMER

WHEELER

N The philosophy behind much advertising is based on the old observation that every man is really two men—the man he is and the man he wants to be. —WILLIAM

FAU L K N E R

N Great Thoughts to Sell By

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In our factory, we make lipstick. In our advertising, we sell hope. —CHARLES

REVSON

N Let advertisers spend the same amount of money improving their product that they do on advertising and they wouldn’t have to advertise it. —WILL

ROGERS

N Nothing except the mint can make money without advertising. —THOMAS

B . M A C A U L AY

N If I were starting life all over again, I would go into the advertising business; it has risen with ever-growing rapidity to the dignity of an art. —FRANKLIN

D . R O O S E V E LT

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Advice Advice is seldom welcome; and those who want it the most always like it the least. —LORD

CHESTERFIELD

N I have found the best way to give advice to your children is to find out what they want and then advise them to do it. —HARRY

S TRUMAN

N Advice is what we ask for when we already know the answer but wish we didn’t. —ERICA

JONG

N Never take the advice of someone who has not had your kind of trouble. —SIDNEY J.

HARRIS

N

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The best advice I can give is to ignore advice. Life is too short to be distracted by the opinions of others. —RUSSELL

EDSON

N The advice of friends must be received with a judicious reserve; we must not give ourselves up to it and follow it blindly, whether right or wrong. —PIERRE

CHARRON

Great Thoughts to Sell By

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Ambition

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Keep away from people who try to belittle your ambitions. Small people always do that, but the really great ones make you feel that you, too, can become great. —MARK

T WA I N

N First say to yourself what you would be; and then do what you have to do. —EPICTETUS

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Arrogance Early in life I had to choose between honest arrogance and hypocritical humility. I chose honest arrogance and have seen no occasion to change. —FRANK

LLOYD WRIGHT

N Arrogance diminishes wisdom. —ARABIC

PROVERB

N I’m not arrogant. I just believe there’s no human problem that couldn’t be solved—if people would simply do as I tell them. —DONALD

REGAN

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Attitude The greatest discovery of my generation is that a human being can alter his life by altering his attitudes of mind. —WILLIAM

JAMES

N A strong positive mental attitude will create more miracles than any wonder drug. — P AT R I C I A

NEAL

N An inexhaustible good nature is one of the most precious gifts of heaven, spreading itself like oil over the troubled sea of thought, and keeping the mind smooth and equable in the roughest weather. — WA S H I N G T O N

I RV I N G

N No pessimist ever discovered the secret of the stars, or sailed to an uncharted land, or opened a new doorway for the human spirit. —HELEN

KELLER

N

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Our attitude toward life determines life’s attitude toward us. —EARL

NIGHTINGALE

N A happy person is not a person in a certain set of circumstances, but rather a person with a certain set of attitudes. —HUGH

DOWNS

Great Thoughts to Sell By

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Beauty

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21

Beauty endures only for as long as it can be seen; goodness, beautiful today, will remain so tomorrow. —SAPPHO

N Think of all the beauty still left around you and be happy. —ANNE

FRANK

N The excellence of every art is its intensity, capable of making all disagreeables evaporate from their being in close relationship with beauty and truth. —JOHN

K E AT S

N Develop interest in life as you see it; in people, things, literature, music— the world is so rich, simply throbbing with rich treasures, beautiful souls and interesting people. Forget yourself. —HENRY

MILLER

N I’m tired of all this nonsense about beauty being only skin-deep. That’s deep enough. What do you want, an adorable pancreas? —JEAN

KERR

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Belief Your belief determines your action and your action determines your results, but first you have to believe. —MARK

VICTOR HANSEN

N The depth of your belief and the strength of your conviction determine the power of your personality. —HENRY

D AV I D T H O R E A U

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Boasting Bragging may not bring happiness, but no man having caught a large fish goes home through an alley. —ANONYMOUS

N First do it, then say it. —RUSSIAN

PROVERB

N All the extraordinary men I have ever known were chiefly extraordinary in their own estimations. —WOODROW

WILSON

N

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Great Thoughts to Sell By

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It ain’t braggin’ if you can do it. —DIZZY

DEAN

N The greatest of faults, I should say, is to be conscious of none. —THOMAS

C A R LY L E

N I have my faults, but being wrong ain’t one of them. —JIMMY

HOFFA

N Noise proves nothing. Often a hen who has merely laid an egg cackles as if she laid an asteroid. —MARK

T WA I N

N Where boasting ends, there dignity begins. — E D WA R D

YOUNG

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Boredom Boredom is having to listen to someone talk about himself when I want to talk about me. —TOM

PA C I O R E K

N Now when I bore people at a party, they think it’s their fault. —HENRY

KISSINGER

N The best way to be boring is to leave nothing out. — V O LT A I R E

N Half of the world is composed of people who have something to say and can’t, and the other half have nothing to say and keep on saying it. — R O B E RT

FROST

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Budgeting The reason most of us don’t live within our income is that we don’t consider that living. —JOE

MOORE

N My problem lies in reconciling my gross habits with my net income. —ERROL

F LY N N

N A budget tells us what we can afford but it doesn’t keep us from buying it. —WILLIAM

F E AT H E R

N About the time we can make both ends meet, somebody moves the ends. — H E R B E RT

HOOVER

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Business

There is no time for cut-and-dried monotony. There is time for work and time for love. That leaves no other time! —COCO

CHANEL

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We demand that big business give people a square deal; in return we must insist that when anyone engaged in big business honestly endeavors to do right, he shall himself be given a square deal. —THEODORE

R O O S E V E LT

N There’s no business like show business, but there are several businesses like accounting. — D AV I D

LETTERMAN

N In the modern world of business, it is useless to be a creative original thinker unless you can also sell what you create. Management cannot be expected to recognize a good idea unless it is presented to them by a good salesman. — D AV I D

M . O G I LV Y

N The gambling known as business looks with austere disfavor upon the business known as gambling. —AMBROSE

BIERCE

N It is truly said that a corporation has no conscience. But a corporation of conscientious men is a corporation with a conscience. —HENRY

D AV I D T H O R E A U

Great Thoughts to Sell By

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Chance In the field of observation, chance favors only the prepared mind. —LOUIS

PA S T E U R

N Chance is always powerful. Let your hook be always cast; in the pool where you least expect it, there will be a fish. —OVID

N Work and acquire, and thou hast chained the wheel of Chance. —RALPH

WA L D O E M E R S O N

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Change Times change and we change with them. — L AT I N

PROVERB

N If you don’t like something, change it. If you can’t change it, change your attitude. Don’t complain. — M AY A

ANGELOU

N It may be hard for an egg to turn into a bird: it would be a jolly sight harder for it to learn to fly while remaining an egg. We are like eggs at present. And you cannot go on indefinitely being just an ordinary, decent egg. We must be hatched or go bad. —C.

S. LEWIS

N Not everything that is faced can be changed, but nothing can be changed until it is faced. —JAMES

A. BALDWIN

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We all have big changes in our lives that are more or less a second chance. —HARRISON

FORD

N People do not change easily or all at once. Most of us need a chance to try out new ways and to become familiar with new procedures. —WILLIAM

G. DYER

N Great Thoughts to Sell By

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A great wind is blowing, and that gives you either imagination or a headache. — C AT H E R I N E

T H E G R E AT

N After you’ve done a thing the same way for two years, look it over carefully. After five years, look at it with suspicion. After ten years, throw it out and start over. —ALFRED

E D WA R D P E R L M A N

N The man who never alters his opinion is like standing water and breeds reptiles of the mind. —WILLIAM

BLAKE

N They always say time changes things, but you actually have to change them yourself. —ANDY

WA R H O L

Great Thoughts to Sell By

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Character The best index to a person’s character is (a) how he treats people who can’t do him any good and (b) how he treats people who can’t fight back. —ABIGAIL

VA N B U R E N

N Character is what you are in the dark. —DWIGHT

L. MOODY

N Start with what is right, rather than what is acceptable. —PETER

DRUCKER

N Men show their characters in nothing more clearly than in what they think laughable. —JOHANN

WOLFGANG VON GOETHE

N

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Great Thoughts to Sell By

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Character cannot be developed in ease and quiet. Only through experience of trial and suffering can the soul be strengthened, vision cleared, ambition inspired and success achieved. —HELEN

KELLER

N

Property may be destroyed and money may lose its purchasing power; but character, health, knowledge and good judgment will always be in demand under all conditions. —ROGER

BABSON

N Nearly all men can stand adversity, but if you want to test a man’s character, give him power. —ABRAHAM

LINCOLN

N When the character of a man is not clear to you, look at his friends. — J A PA N E S E

PROVERB

N The farther behind I leave the past, the closer I am to forging my own character. —ISABELLE

EBERHARDT

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Charity The best thing to give to your enemy is forgiveness; to an opponent, tolerance; to a friend, your heart; to your child, a good example; to a father, deference; to your mother, conduct that will make her proud of you; to yourself, respect; to all men, charity. —FRANCIS

MAITLAND BALFOUR

N A bone to the dog is not charity. Charity is the bone shared with the dog, when you are just as hungry as the dog. —JACK

LONDON

N Too many have dispensed with generosity in order to practice charity. — A L B E RT

CAMUS

N The value of a man resides in what he gives and not in what he is capable of receiving. — A L B E RT

EINSTEIN

N In charity there is no excess. —SIR

FRANCIS BACON

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Civilization Civilization is built on a number of ultimate principles … respect for human life, the punishment of crimes against property and persons, the equality of all good citizens before the law … or, in a word, justice. —MAX

N O R D AU

N Civilization is a method of living, an attitude of equal respect for all men. —JANE

ADDAMS

N Civilization is the art of living in towns of such size that everyone does not know everyone else. —JULIAN

J AY N E S

N I do not believe that civilizations have to die, because civilization is not an organism. It is a product of wills. —ARNOLD J.

TOYNBEE

N

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Underlying the whole scheme of civilization is the confidence men have in each other: confidence in their integrity, confidence in their honesty, confidence in their future. —BOURKE

COCKRAN

N The true civilization is where every man gives to every other every right that he claims for himself. — R O B E RT

INGERSOLL

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Committees A committee is a cul-de-sac down which ideas are lured and then quietly strangled. —SIR

BARNETT COCKS

N Committee—a group of men who keep minutes and waste hours. — M I LT O N

BERLE

N Nothing is ever accomplished by committee unless it consists of three members, one of who happens to be sick and the other absent. —HENDRIK

VA N L O O N

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Communication The right to be heard does not automatically include the right to be taken seriously. — H U B E RT

HUMPHREY

N Once a human being arrives on this earth, communication is the largest single factor determining what kinds of relationships he makes with others and what happens to him in the world about him. —VIRGINIA

S AT I R

N It usually takes me more than three weeks to prepare a good impromptu speech. —MARK

T WA I N

N I have made this letter longer than usual, only because I have not had the time to make it shorter. —BLAISE

PA S C A L

N

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Good communication is as stimulating as black coffee, and just as hard to sleep after. —ANNE

MO RROW LINDBERGH

N It is ironic that in this age of electronic communications, personal interaction is becoming more important than ever. —REGIS

MCKENNA

N Speech is power: speech is to persuade, to convert, to compel. It is to bring another out of his bad sense into your good sense. —RALPH

WA L D O E M E R S O N

N

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Competition

Competition, you know, is a lot like chastity. It is widely praised, but alas, too little practiced. —CAROL

TUCKER

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You may have to fight a battle more than once to win it. —MARGARET

T H AT C H E R

N I’m not in competition with anybody but myself. My goal is to beat my last performance. —CELINE

DION

N Don’t wrestle with pigs; you get dirty and they enjoy it. —ANONYMOUS

N If you watch a game, it’s fun. If you play it, it’s recreation. If you work at it, it’s golf. —BOB

HOPE

N Almost any game with any ball is a good game. — R O B E RT

LY N D

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Computers and Technology One machine can do the work of fifty ordinary men. No machine can do the work of one extraordinary man. — E L B E RT

HUBBARD

N The Internet is so big, so powerful and pointless that for some people it is a complete substitute for life. —ANDREW

BROWN

N Just the other day I listened to a young fellow sing a very passionate song about how technology is killing us and all. But before he started, he bent down and plugged his electric guitar into the wall socket. — PAU L

GOODMAN

N Computers are useless. They can only give you answers. — PA B L O

PICASSO

N

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Man is still the most extraordinary computer of all. —JOHN

F. K E N N E D Y

N A computer does not substitute for judgment any more than a pencil substitutes for literacy. But writing without a pencil is no particular advantage. — R O B E RT

M CN A M A R A

N It was not so long ago that people thought that semiconductors were part-time orchestra leaders and microchips were very, very small snack foods. —GERALDINE

FERRARO

N To err is human, but to really foul up requires a computer. — PAU L

EHRLICH

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Confidence

Success in business requires training and discipline and hard work. But if you’re not frightened by these things, the opportunities are just as great today as they ever were. — D AV I D

ROCKEFELLER

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Confidence is contagious. So is lack of confidence. —VINCE

LOMBARDI

N If a man doesn’t delight in himself and the force in him and feel that he and it are wonders, how is all life to become important to him? — S H E RW O O D

ANDERSON

N Every time you don’t follow your inner guidance, you feel a loss of energy, loss of power, a sense of spiritual deadness. —SHAKTI

G AWA I N

N Believe in yourself! Have faith in your abilities! Without a humble but reasonable confidence in your own powers you cannot be successful or happy. —NORMAN

VINCENT PEALE

N

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Self-reliance is the only road to true freedom, and being one’s own person is its ultimate reward. — P AT R I C I A

SAMPSON

N It seems to me that people have vast potential. Most people can do extraordinary things if they have the confidence or take the risks. Yet most people don’t. They sit in front of the telly and treat life as if it goes on forever. —PHILIP

ADAMS

N Don’t let life discourage you; everyone who got where he is had to begin where he was. —RICHARD

L . E VA N S

Great Thoughts to Sell By

51

Courage

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52

Courage is doing what you’re afraid to do. There can be no courage unless you’re scared. —EDDIE

RICKENBACKER

N The ultimate measure of a man is not where he stands in moments of comfort, but where he stands at times of challenge and controversy. — M A RT I N

LUTHER KING JR.

N Great crises produce great men and great deeds of courage. —JOHN

F. K E N N E D Y

N Do the thing you are afraid to do, and the death of fear is certain. —RALPH

WA L D O E M E R S O N

N

Great Thoughts to Sell By

53

What would we be if we had no courage to attempt anything? —VINCENT

VA N G O G H

N The guts carry the feet, not the feet the guts. —MIGUEL

D E C E R V A N T E S S A AV E D R A

N Courage is the ladder on which all the other virtues mount. —CLARE

BOOTHE LUCE

Great Thoughts to Sell By

54

Creativity

Creativity can solve almost any problem. The creative act, the defeat of habit by originality, overcomes everything. —GEORGE

LOIS

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55

Every act of creation is first of all an act of destruction. — PA B L O

PICASSO

N What is now proved was once only imagined. —WILLIAM

BLAKE

N Thank goodness I was never sent to school; it would have rubbed off some of the originality. — B E AT R I X

POTTER

N Daring ideas are like chessmen moved forward. They may be beaten, but they may start a winning game. —JOHANN

WOLFGANG VON GOETHE

Great Thoughts to Sell By

56

Critics Pay no attention to what the critics say. A statue has never been erected in honor of a critic. —JEAN

SIBELIUS

N To escape criticism—do nothing, say nothing, be nothing. — E L B E RT

HUBBARD

N Critics are like eunuchs in a harem. They know how it’s done; they’ve seen it done every day; but they’re unable to do it themselves. —BRENDAN

BEHAN

N Do what you feel in your heart to be right—for you’ll be criticized anyway. You’ll be damned if you do, and damned if you don’t. —ELEANOR

R O O S E V E LT

N How much easier it is to be critical than to be correct. —BENJAMIN

DISRAELI

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57

Decision Making If you do not know where you are going, every road will get you nowhere. —HENRY

KISSINGER

N There is a syndrome in sports called “paralysis by analysis.” — A RT H U R

ASHE

N Make every decision as if you owned the whole company. — R O B E RT

TOWNSEND

N You can use all the quantitative data you can get, but you still have to distrust it and use your own intelligence and judgment. — A LV I N

TOFFLER

N

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58

It is only in our decisions that we are important. — J E A N - PAU L

S A RT R E

N Between two evils, I always pick the one I never tried before. —MAE

WEST

N Take time to deliberate, but when the time for action arrives, stop thinking and go in. —ANDREW

JACKSON

N Not to decide is to decide. — H A RV E Y

COX

Great Thoughts to Sell By

59

Diligence

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60

I studied the lives of great men and famous women, and I found that the men and women who got to the top were those who did the jobs they had in hand, with everything they had of energy and enthusiasm. —HARRY

S TRUMAN

N Plough deep while sluggards sleep. —BENJAMIN

FRANKLIN

N Everything comes to him who hustles while he waits. —THOMAS

EDISON

N Look at a day when you are supremely satisfied at the end. It’s not a day when you lounge around doing nothing; it’s when you’ve had everything to do, and you’ve done it. —MARGARET

T H AT C H E R

N

Great Thoughts to Sell By

61

Always bear in mind that your own resolution to succeed is more important than any other one thing. —ABRAHAM

LINCOLN

N Heights by great men reached and kept were not obtained by sudden flight but, while their companions slept, they were toiling upward in the night. —HENRY

WA D S W O R T H L O N G F E L L O W

N The highest reward for person’s toil is not what they get for it, but what they become by it. —JOHN

RUSKIN

Great Thoughts to Sell By

62

Discovery There is no top. There are always further heights to reach. —JASCHA

HEIFETZ

N Discovery consists of seeing what everybody has seen and thinking what nobody has thought. — A L B E RT

V O N S Z E N T- G Y O R G Y I

N The beginning of knowledge is the discovery of something we do not understand. —FRANK

H E R B E RT

N The real voyage of discovery consists not in making new landscapes but in having new eyes. —MARCEL

PROUST

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63

Dreams Think “impossible” and dreams get discarded, projects get abandoned, and hope for wellness is torpedoed. But let someone yell the words “It’s possible,” and resources we hadn’t been aware of come rushing in to assist us in our quest. —GREG

ANDERSON

N When our memories outweigh our dreams, we have grown old. —WILLIAM J. (BILL)

CLINTON

N Sometimes dreams alter the course of an entire life. —JUDITH

DUERK

N Don’t be afraid of the space between your dreams and reality. If you can dream it, you can make it so. — B E LV A

D AV I S

N

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64

If one advances in the direction of his dreams, one will meet with success unexpected in common hours. —HENRY

D AV I D T H O R E A U

N To accomplish great things, we must dream as well as act. — A N AT O L E

FRANCE

N Great Thoughts to Sell By

65

Cherish your vision and your dreams as they are the children of your soul, the blueprints of your ultimate achievements. —NAPOLEON

HILL

N All people dream, but not equally. Those who dream by night in the dusty recesses of their mind, wake in the morning to find that it was vanity. But the dreamers of the day are dangerous people, for they dream their dreams with open eyes, and make them come true. — T.

E . L AW R E N C E

( L AW R E N C E

OF ARABIA)

N Dreaming permits each and every one of us to be quietly and safely insane every night of our lives. —WILLIAM

DEMENT

N Your hopes, dreams and aspirations are legitimate. They are trying to take you airborne, above the clouds—above the storms—if you only let them. —WILLIAM

JAMES

Great Thoughts to Sell By

66

Education Education’s purpose is to replace an empty mind with an open one. —MALCOLM

FORBES

N It is possible to store the mind with a million facts and still be entirely uneducated. —ALEC

BOURNE

N There is nothing so stupid as the educated man if you get him off the thing he was educated in. —WILL

ROGERS

N

Good teaching is one-fourth preparation and three-fourths theater. —GAIL

GODWIN

N

She knows what is the best purpose of education: not to be frightened by the best but to treat it as part of daily life. —JOHN

MASON BROWN

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67

Enthusiasm Enthusiasm is contagious. Be a carrier. —SUSAN

RABIN

N Enthusiasm spells the difference between mediocrity and accomplishment. —NORMAN

VINCENT PEALE

N Energy is the one power that drives every human being. It is not lost by exertion but maintained by it, for it is a faculty of the psyche. —GERMAINE

GREER

N

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68

Great Thoughts to Sell By

69

You will do foolish things, but do them with enthusiasm. —COLLETTE

N If you aren’t fired with enthusiasm, you will be fired with enthusiasm. —VINCE

LOMBARDI

N Life’s blows cannot break a person whose spirit is warmed at the fire of enthusiasm. —NORMAN

VINCENT PEALE

Great Thoughts to Sell By

70

Enterprise

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71

Self-made men are always apt to be a little too proud of the job. —JOSH

BILLINGS

N What would we be if we had no courage to attempt anything? —VINCENT

VA N G O G H

N Never follow the crowd. —BERNARD

BARUCH

N Unless you enter the tiger’s den, you cannot take the cubs. — J A PA N E S E

PROVERB

Great Thoughts to Sell By

72

Ethics Relativity applies to physics, not ethics. — A L B E RT

EINSTEIN

N Those who stand for nothing fall for anything. —ALEXANDER

H A M I LT O N

N Conscience is the inner voice that warns us that someone may be looking. —H.

L. MENCKEN

N

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73

Great Thoughts to Sell By

74

It is in times of difficulty that great nations, like great men, display the whole energy of their character and become an object of admiration to posterity. —NAPOLEON

B O N A PA RT E

N Always do right. This will gratify some people and astonish the rest. —MARK

T WA I N

N I would rather be the man who bought the Brooklyn Bridge, than the one who sold it. —WILL

ROGERS

Great Thoughts to Sell By

75

Etiquette Cleanliness and order are not matters of instinct; they are matters of education, and like most great things, you must cultivate a taste for them. —BENJAMIN

DISRAELI

N Good manners will open doors that the best education cannot. —CLARENCE

THOMAS

N Rudeness is the weak man’s imitation of strength. —ERIC

HOFFER

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76

Excellence We do not act rightly because we have virtue or excellence, but we rather have those because we have acted rightly. We are what we repeatedly do. Excellence, then, is not an act but a habit. —ARISTOTLE

N It’s not what you take but what you leave behind that defines greatness. — E D WA R D

GARDNER

N No man ever yet became great through imitation. —SAMUEL

JOHNSON

N

Great Thoughts to Sell By Copyright © 2007 by Gerhard Gschwandtner. Click here for terms of use.

77

If a man has good corn or wood or boards or pigs to sell, or can make better chairs or knives, crucibles or church organs than anybody else, you will find a broad, hard-beaten road to his house, though it be in the woods. —RALPH

WA L D O E M E R S O N

N Excellence is doing ordinary things extraordinarily well. —JOHN

W. G A R D N E R

N Greatness be nothing unless it be lasting. —NAPOLEON

B O N A PA RT E

Great Thoughts to Sell By

78

Experience

The hardest thing to learn in life is which bridge to cross and which to burn. — D AV I D

RUSSELL

N Great Thoughts to Sell By Copyright © 2007 by Gerhard Gschwandtner. Click here for terms of use.

79

Good judgment comes from experience, and experience comes from bad judgment. —BARRY

L E P AT N E R

N When a person with experience meets a person with money, the person with experience will get the money. And the person with money will get some experience. —LEONARD

L AU D E R

N Experience teaches slowly and at the cost of mistakes. —JAMES

A. FROUDE

N Experience is the name everyone gives to their mistakes. —OSCAR

WILDE

N Experience is that marvelous thing that enables you to recognize a mistake when you make it again. —FRANKLIN

P. J O N E S

Great Thoughts to Sell By

80

Failure Only those who dare to fail greatly can ever achieve greatly. — R O B E RT

F. K E N N E D Y

N The majority of men meet with failure because of their lack of persistence in creating new plans to take the place of those which fail. —NAPOLEON

HILL

N Success is the ability to go from one failure to another with no loss of enthusiasm. —SIR

WINSTON CHURCHILL

N Success isn’t permanent, and failure isn’t fatal. —MIKE

DITKA

N

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81

If at first you don’t succeed, try, try again. Then quit. There’s no use being a damn fool about it. — W.

C. FIELDS

N About the worst thing you can say about a man is that he means well. —HARRY

S TRUMAN

N I don’t know the key to success, but the key to failure is trying to please everybody. —BILL

COSBY

Great Thoughts to Sell By

82

Freedom

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83

My definition of a free society is a society where it is safe to be unpopular. —ADLAI

E. STEVENSON JR.

N Everything that is really great and inspiring is created by the individual who can labor in freedom. — A L B E RT

EINSTEIN

N Freedom is just chaos, with better lighting. —ALAN

DEAN FOSTER

N If you want to be free, there is but one way; it is to guarantee an equally full measure of liberty to all your neighbors. There is no other. —CARL

SCHURZ

N

Great Thoughts to Sell By

84

Freedom is what you do with what’s been done to you. — J E A N - PAU L

S A RT R E

N They that can give up essential liberty to obtain a little temporary safety deserve neither liberty nor safety. —BENJAMIN

FRANKLIN

N To know what you prefer instead of humbly saying Amen to what the world tells you you ought to prefer, is to have kept your soul alive. — R O B E RT

LOUIS STEVENSON

Great Thoughts to Sell By

85

Forgiveness Forgiveness is almost a selfish act because of its immense benefits to the one who forgives. — L AWA N A

BLACKWELL

N The weak can never forgive. Forgiveness is the attribute of the strong. —MOHANDAS

K. GANDHI

N Always forgive your enemies—nothing annoys them so much. —OSCAR

WILDE

N Forgive your enemies, but never forget their names. —JOHN

F. K E N N E D Y

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86

Goals Ah, but a man’s reach should exceed his grasp—or what’s a heaven for? — R O B E RT

BROWNING

N In the long run, men hit only what they aim at. Therefore, though they should fail immediately, they had better aim at something high. —HENRY

D AV I D T H O R E A U

N Keep away from people who try to belittle your ambitions. Small people always do that, but the really great ones make you feel that you, too, can become great. —MARK

T WA I N

N I feel that the greatest reward for doing is the opportunity to do more. —JONAS

SALK

N

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87

Management by objectives works if you know the objectives. Ninety percent of the time you don’t. —PETER

DRUCKER

N Great Thoughts to Sell By

88

Everyone is trying to accomplish something big, not realizing that life is made up of little things. —FRANK

A. CLARK

N Once you say you are going to settle for second, that’s what happens to you in life, I find. —JOHN

F. K E N N E D Y

N Goals are the fuel in the furnace of achievement. —BRIAN

TRACY

N One cannot collect all the beautiful shells on the beach. —ANNE

MO RROW LINDBERGH

N If you chase two rabbits, both will escape. —ANONYMOUS

Great Thoughts to Sell By

89

Happiness I am still determined to be cheerful and happy, in whatever situation I may be; for I have also learned from experience that the greater part of our happiness or misery depends upon our dispositions, and not upon our circumstances. — M A RT H A

WA S H I N G T O N

N You will never be happier than you expect. To change your happiness, change your expectation. —BETTE

D AV I S

N Success is not the key to happiness. Happiness is the key to success. If you love what you are doing, you will be successful. — A L B E RT

SCHWEITZER

N This very moment is a seed from which the flowers of tomorrow’s happiness grow. —MARGARET

LINDSEY

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90

All explorers are seeking something they have lost. It is seldom that they find it and more seldom still that the attainment brings them greater happiness than the quest. — A RT H U R

C. CLARKE

N One of the indictments of civilizations is that happiness and intelligence are so rarely found in the same person. —WILLIAM

F E AT H E R

N Happiness consists more in small conveniences or pleasures that occur every day than in great pieces of good fortune that happen but seldom to a man in the course of his life. —BENJAMIN

FRANKLIN

N There is no happiness in having or in getting, but only in giving. —HENRY

DRUMMOND

Great Thoughts to Sell By

91

Hope

Hope is the companion of power and the mother of success, for those of us who hope strongest have within us the gift of miracles. —SYDNEY

BREMER

N Great Thoughts to Sell By Copyright © 2007 by Gerhard Gschwandtner. Click here for terms of use.

92

Everything that enlarges the sphere of human powers, that shows man he can do what he thought he could not do, is valuable. —SAMUEL

JOHNSON

N There is nothing that fear and hope does not permit men to do. —MARQUIS

D E VA U V E N A R G U E S

N There are no hopeless situations; there are only men who have grown hopeless about them. —CLARE

BOOTHE LUCE

Great Thoughts to Sell By

93

Humor You can turn painful situations around through laughter. If you can find humor in anything, even poverty, you can survive it. —BILL

COSBY

N

Analyzing humor is like dissecting a frog. Few people are interested and the frog dies of it. —E.

B. WHITE

N Humor does not include sarcasm, invalid irony, sardonicism, innuendo, or any other form of cruelty. When these things are raised to a high point they can become wit, but unlike the French and the English, we have not been much good at wit since the days of Benjamin Franklin. —JAMES

THURBER

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94

Imagination It is not enough to have a good mind. The main thing is to use it well. —RENÉ

D E S C A RT E S

N The simple joy of taking an idea into one’s own hands and giving it proper form—that’s exciting. —GEORGE

NELSON

N The mind, once expanded to the dimensions of larger ideas, never returns to its original size. —OLIVER

WENDELL HOLMES

N To know is nothing at all; to imagine is everything. — A N AT O L E

FRANCE

N

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95

Great Thoughts to Sell By

96

Ideas are like stars; you will not touch them with your hands. —CARL

SCHURZ

N So you see, imagination needs moodling—long, inefficient, happy idling, dawdling and puttering. —BRENDA

UELAND

N Imagination is more important than knowledge. — A L B E RT

EINSTEIN

Great Thoughts to Sell By

97

Individuality It were not best that we should all think alike; it is difference of opinion that makes horse races. —MARK

T WA I N

N Anybody who is any good is different from anybody else. —FELIX

F R A N K F U RT E R

N If a man does not keep pace with his companions, perhaps it is because he hears a different drummer. Let him step to the music he hears, however measured or far away. —HENRY

D AV I D T H O R E A U

N Men are born equal, but they are also born different. —ERICH

FROMM

N

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98

There is only one success—to be able to spend your life in your own way. —CHRISTOPHER

MORLEY

N He who reigns within himself and rules his passions, desires, and fears is more than a king. —JOHN

M I LT O N

N We are what we pretend to be, so we must be careful what we pretend to be. — K U RT

VONNEGUT

N Love yourself first and everything else falls into line. You really have to love yourself to get anything done in this world. —LUCILLE

BALL

Great Thoughts to Sell By

99

Innovation All truths are easy to understand once they are discovered; the point is to discover them. —GALILEO

GALILEI

N In differentiation, not in uniformity, lies the path of progress. —LOUIS

D. BRANDEIS

N Innovation … endows resources with a new capacity to create wealth. —PETER

DRUCKER

N Invention breeds invention. —RALPH

WA L D O E M E R S O N

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100

Judgment Competence, like truth, beauty and contact lenses, is in the eye of the beholder. — L AU R E N C E J .

P E T E R A N D R AY M O N D H U L L

N It is with our judgments as with our watches; no two go just alike, yet each believes his own. —ALEXANDER

POPE

N One cool judgment is worth a thousand hasty councils. The thing is to supply light and not heat. —WOODROW

WILSON

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101

Knowledge

Today knowledge has power. It controls access to opportunity and advancement. —PETER

DRUCKER

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102

To be conscious that you are ignorant is a great step toward knowledge. —BENJAMIN

DISRAELI

N The brain that doesn’t feed itself eats itself. —GORE

VIDAL

N The human mind is like an umbrella—it functions best when open. — WA LT E R

GROPIUS

N Genius is an infinite capacity for taking life by the scruff of the neck. —CHRISTOPHER

QUILL

N Genius is the capacity for productive reaction against one’s training. —BERNARD

BERENSON

Great Thoughts to Sell By

103

Laughter Laughter gives us distance. It allows us to step back from an event, deal with it and then move on. —BOB

N E W H A RT

N Laughter and tears may not persuade, but they cannot be refuted. —MASON

COOLEY

N Laugh at yourself first, before anyone else can. —ELSA

MAXWELL

N The human race has one really effective weapon, and that is laughter. —MARK

T WA I N

N

Great Thoughts to Sell By Copyright © 2007 by Gerhard Gschwandtner. Click here for terms of use.

104

Laughter is inner jogging. —NORMAN

COUSINS

N Laughter is the closet distance between two people. —VICTOR

BORGE

N The most wasted of all days is one without laughter. — E.

E. C U M M I N G S

Great Thoughts to Sell By

105

Leadership

I suppose leadership at one time meant muscles; but today it means getting along with people. —INDIRA

GANDHI

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106

If your actions create a legacy that inspires others to dream more, learn more, do more and become more, then you are an excellent leader. — D O L LY

PA RT O N

N You do not lead by hitting people over the head—that’s assault, not leadership. —DWIGHT

D. EISENHOWER

N A leader has the vision and conviction that a dream can be achieved. He inspires the power and energy to get it done. —RALPH

L AU R E N

N Example has more followers than reason. We unconsciously imitate what pleases us and approximate to the characters we most admire. —CHRISTIAN

NEVELL BOVEE

N

Great Thoughts to Sell By

107

People prefer to follow those who help them, not those who intimidate them. —C.

GENE WILKES

N The final test of leadership is that he leaves behind in other men the conviction and the will to carry on. — WA LT E R

LIPPMANN

N The leader must know, must know that he knows, and must be able to make it abundantly clear to those about him that he knows. —CLARENCE

A. RANDALL

N Leadership is doing what is right when no one is watching. —GEORGE

VA N VA L K E N B U R G

N The very essence of leadership is that you have to have vision. You can’t blow an uncertain trumpet. —THEODORE

HESBURGH

Great Thoughts to Sell By

108

Learning Learning is not attained by chance, it must be sought for with ardor and attended to with diligence. —ABIGAIL

ADAMS

N Never seem more learned than the people you are with. Wear your learning like a pocket watch and keep it hidden. Do not pull it out to count the hours, but give the time when you are asked. —LORD

CHESTERFIELD

N Learn from yesterday, live for today, hope for tomorrow. The important thing is to not stop questioning. — A L B E RT

EINSTEIN

N More can be learned from what works than from what fails. —RENÉ

DUBOIS

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109

Listening No man would listen to you talk if he didn’t know it was his turn next. —ED

HOWE

N

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110

Once you get people laughing, they’re listening, and you can tell them almost anything. — H E R B E RT

GARDNER

N A good listener is not only popular everywhere, but after a while he knows something. —WILSON

MIZNER

N One of the best ways to persuade others is with your ears—by listening to them. —DEAN

RUSK

Great Thoughts to Sell By

111

Luck

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112

I’ve found that luck is quite predictable. If you want more luck, take more chances. Be more active. Show up more often. —BRIAN

TRACY

N Luck is a dividend of sweat. The more you sweat, the luckier you get. — R AY

KROC

N I’m a great believer in luck, and I find the harder I work, the more I have of it. —STEPHEN

LEACOCK

N Luck is not something you can mention in the presence of self-made men. —E.

B. WHITE

Great Thoughts to Sell By

113

Management As a manager the important thing is not what happens when you are there, but what happens when you are not there. —KENNETH

H. BLANCHARD

N Once somebody asked me to identify the single most useful management technique that I learned through my years of managing. My answer was “The practice of regularly scheduled one-on-one meetings.” —ANDREW

S. GROVE

N Lots of folks confuse bad management with destiny. —KIN

HUBBARD

N

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114

Great Thoughts to Sell By

115

The best executive is the one who has sense enough to pick good men to do what he wants done, and self-restraint enough to keep from meddling with them while they do it. —THEODORE

R O O S E V E LT

N Work is of two kinds: first, altering the position of matter at or near the earth’s surface relative to other matter; second, telling other people to do so. — B E RT R A N D

RUSSELL

N There are those who work all day, those who dream all day, and those who spend an hour dreaming before setting to work to fulfill those dreams. Go into the third category because there’s virtually no competition. —STEVEN J.

ROSS

N Any company … needs a strong, unifying sense of direction. But that need is particularly strong in an organization in which tasks are differentiated and responsibilities dispersed. —CHRISTOPHER

A . B A RT L E T T

N To be a good shepherd is to shear the flock, not skin it! —TIBERIUS

CAESAR

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116

Marketing Never treat your audience as customers, always as partners. —JIMMY

S T E WA R T

N If I had my life to live over again, I would elect to be a trader of goods rather than a student of science. I think barter is a noble thing. — A L B E RT

EINSTEIN

N Benjamin Franklin may have discovered electricity, but it was the man who invented the meter who made the money. —EARL

WILSON

N In an era of relationship marketing, sales excellence is demonstrated by the number of customers who make a second purchase. —LOUIS

E. BOONE

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117

Mistakes

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118

Our greatest glory is not in never failing, but in rising up every time we fail. —RALPH

WA L D O E M E R S O N

N Failure is only the opportunity to begin again more intelligently. —HENRY

FORD

N A person who never made a mistake never tried anything new. — A L B E RT

EINSTEIN

N All the mistakes I ever made were when I wanted to say “No” and said “Yes.” —MOSS

H A RT

N Trust your instincts. Your mistakes might as well be your own instead of someone else’s. — B I L LY

WILDER

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119

Morality A truth that’s told with bad intent beats all the lies you can invent. —WILLIAM

BLAKE

N What is morality in any given time or place? It is what the majority then and there happen to like and immorality is what they dislike. —ALFRED

N O RT H W H I T E H E A D

N What is moral is what you feel good after. —ERNEST

H E M I N G WAY

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120

Motivation I have yet to find the man, however exalted his station, who did not do better work and put forth greater effort under a spirit of approval than under a spirit of criticism. —CHARLES

S C H WA B

N A person usually has two reasons for doing something: a good reason and a real reason. —JOHN

PIERPONT MORGAN

N Winning isn’t everything. Wanting to win is. — C AT F I S H

HUNTER

N Motivation is like food for the brain. You cannot get enough in one sitting. It needs continual and regular top-ups. —PETER

D AV I E S

N

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121

All progress is based upon a universal, innate desire on the part of every living organism to live beyond its income. —SAMUEL

BUTLER

N

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122

You can’t push anyone up the ladder unless he is willing to climb himself. —ANDREW

CARNEGIE

N No man does anything from a single motive. —SAMUEL

T AY L O R C O L E R I D G E

N Always in a moment of extreme danger things can be done which had previously been thought impossible. —GENERAL

I RW I N R O M M E L

N Where the willingness is great, the difficulties cannot be great. —NICCOLÒ

M A C H I AV E L L I

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123

Nature

Nature is not only all that is visible to the eye, it also includes the inner pictures of the soul. — E D VA R D

MUNCH

N

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124

The first snow had not long fallen, and all nature was under the spell of the fresh snow. —ANTON

CHEKHOV

N A woodland in full color is awesome as a forest fire, in magnitude at least, but a single tree is like a dancing tongue of flame to warm the heart. —HAL

BORLAND

N To sit in the shade on a fine day and look upon verdure is the most perfect refreshment. —JANE

AU S T E N

N One of the most tragic things I know about human nature is that all of us tend to put off living. We are all dreaming of some magical rose garden over the horizon instead of enjoying the roses that are blooming outside our windows today. —DALE

CARNEGIE

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125

Opinions Be still when you have nothing to say; when genuine passion moves you, say what you’ve got to say, and say it hot. —D.

H . L AW R E N C E

N To hold the same views at forty as we held at twenty is to have been stupefied for a score of years and to take rank, not as a prophet, but as an unteachable brat, well birched and none the wiser. — R O B E RT

LOUIS STEVENSON

N The easiest thing to be in the world is you. The most difficult thing to be is what other people want you to be. Don’t let them put you in that position. —LEO

BUSCAGLIA

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126

Opportunity Problems can become opportunities when the right people get together. — R O B E RT

REDFORD

N Small opportunities are often the beginning of great enterprises. —DEMOSTHENES

N This time, like all times, is a very good one if we but know what to do with it. —RALPH

WA L D O E M E R S O N

N

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127

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128

A wise man will make more opportunities than he finds. —SIR

FRANCIS BACON

N If opportunity doesn’t knock, build a door. — M I LT O N

BERLE

N Opportunity is missed by most people because it comes dressed in overalls and looks like work. —THOMAS

EDISON

N Too many people are thinking of security instead of opportunity. They seem to be more afraid of life than death. —JAMES

F. B Y M E S

N There will come a time when big opportunities will be presented to you, and you’ve got to be in a position to take advantage of them. —SAM

WA LT O N

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129

Optimism Two men look out through the same bars: One sees the mud, and one the stars. —FREDERICK

LANGBRIDGE

N A pessimist is one who makes difficulties of his opportunities; an optimist is one who makes opportunities of his difficulties. —REGINALD

B. MANSELL

N I am optimistic and confident in all that I do. I affirm only the best for myself and others. I am the creator of my life and my world. I meet daily challenges gracefully and with complete confidence. I fill my mind with positive, nurturing, and healing thoughts. —ALICE

POTTER

N Positiveness is a good quality for preachers and speakers, because whoever shares his thoughts with the public will convince them as he himself appears convinced. — J O N AT H A N

SWIFT

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130

Passion Only passions, great passions, can elevate the soul to great things. —DENIS

DIDEROT

N One person with passion is better than forty people merely interested. —E.

M. FORSTER

N I swing big, with everything I got. I hit big or I miss big. I like to hit as big as I can. —BABE

RUTH

N It’s the talent and passion that count in success. —INGRID

BERGMAN

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131

Peace For it isn’t enough to talk about peace. One must believe in it. And it isn’t enough to believe in it. One must work at it. —ELEANOR

R O O S E V E LT

N The world will never have lasting peace so long as men reserve for war the finest human qualities. Peace, no less than war, requires idealism and self-sacrifice and a righteous and dynamic faith. —JOHN

FOSTER DULLES

N Peace can endure only so long as humanity really insists upon it, and is willing to work for it and sacrifice for it. —FRANKLIN

D . R O O S E V E LT

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132

People

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133

You can dream, create, design, and build the most wonderful place in the world, but it requires people to make the dream a reality. — WA LT

DISNEY

N Individually, we are one drop. Together, we are an ocean. —RYUNOSUKE

S AT O R O

N Hire the best people and then delegate. —CAROL

A . TA B E R

N Treat employees like partners, and they act like partners. —FRED

A L L E N , C H A I R M A N O F P I T N E Y- B O W E S C O .

N Two things are infinite: the universe and human stupidity; and I’m not sure about the universe. — A L B E RT

EINSTEIN

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134

Performance It is immutable law in business that words are words, explanations are explanations, promises are promises, but only performance is reality. —HAROLD

S. GENEEN

N We should not judge a man’s merits by his qualities, but by the use he makes of them. —FRANÇOIS

D E L A R O C H E F O U C AU L D

N Only a mediocre person is always at his best. — L AU R E N C E J .

PETER

N

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135

We expect more from ourselves than we have any right to by virtue of our endowments. —OLIVER

WENDELL HOLMES

N It is possible to be a sage in some things and a child in others, to be at once ferocious and retarded, shrewd and foolish, serene and irritable. — WA LT E R

LIPPMANN

N It is not good to be better than the very worst. —SENECA

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136

Perseverance Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish. —JOHN

QUINCY ADAMS

N Most people give up just when they’re about to achieve success. They quit on the one-yard line. They give up at the last minute of the game, one foot from a winning touchdown. —H.

ROSS PEROT

N Permanence, perseverance and persistence in spite of all obstacles, discouragements, and impossibilities: It is this that in all things distinguishes the strong soul from the weak. —THOMAS

C A R LY L E

N Through perseverance many people win success out of what seemed destined to be certain failure. —BENJAMIN

DISRAELI

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137

Perseverance is not a long race; it is many short races one after another. — WA LT E R

ELLIOTT

N In the confrontation between the stream and the rock, the stream always wins—not through strength but by perseverance. —H.

JACKSON BROWN

N Great Thoughts to Sell By

138

There is no royal road to anything. One thing at a time … all things in succession. That which grows fast withers as rapidly; that which grows slowly endures. —J.

G. HOLLAND

N With ordinary talents and extraordinary perseverance, all things are attainable. —SIR

THOMAS FOWELL BUXTON

N A champion is one who gets up when he can’t. —JACK

DEMPSEY

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139

Persuasion

He who has truth at his heart need never fear the want of persuasion on his tongue. —JOHN

RUSKIN

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140

He who wants to persuade should put his trust not in the right argument, but in the right word. The power of sound has always been greater than the power of sense. —JOSEPH

CONRAD

N People’s minds are changed through observation and not through argument. —WILL

ROGERS

N The mind is no match with the heart in persuasion; constitutionality is no match with compassion. —EVERETT

M. DIRKSEN

N In a republican nation whose citizens are to be led by reason and persuasion and not by force, the art of reasoning becomes of first importance. —THOMAS

JEFFERSON

N There are three kinds of lies: lies, damn lies, and statistics. —BENJAMIN

DISRAELI

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141

Planning If you have built castles in the air, your work need not be lost. That is where they should be. Now put the foundation under them. —HENRY

D AV I D T H O R E A U

N Nothing is particularly hard if you divide it into small jobs. —HENRY

FORD

N You’ve got to think about big things while you’re doing small things, so that all the small things go in the right direction. — A LV I N

TOFFLER

N Any plan is bad which is not susceptible to change. — B A RT O L O M E O

DA SAN CONCORDIO

N

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142

Planning is an unnatural process; it is much more fun to do something. —SIR

J O H N H A RV E Y- J O N E S

N Victory often goes to the army that makes the least mistakes, not the most brilliant plans. —CHARLES

D E G AU L L E

N Plans are nothing; planning is everything. —DWIGHT

D. EISENHOWER

N Some people are making such thorough preparation for rainy days that they aren’t enjoying today’s sunshine. —WILLIAM

F E AT H E R

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143

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144

Politics Ninety percent of the politicians give the other 10 percent a bad reputation. —HENRY

KISSINGER

N A politician is a person with whose politics you don’t agree; if you agree with him, he is a statesman. — D AV I D

LLOYD GEORGE

N Politicians are the same all over. They promise to build a bridge even where there is no river. — N I K I TA

KHRUSHCHEV

N

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145

Politics is not the art of the possible. It consists in choosing between the disastrous and the unpalatable. —JOHN

KENNETH GALBRAITH

N Politics is supposed to be the second oldest profession. I have come to realize that it bears a very close resemblance to the first. —RONALD

REAGAN

N The purification of politics is an iridescent dream. —JOHN

JAMES INGALLS

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146

Praise Sandwich every bit of criticism between two heavy layers of praise. —MARY

K AY A S H

N When someone does something good, applaud! You will make two people happy. —SAMUEL

GOLDWYN

N I praise loudly; I blame softly. — C AT H E R I N E

T H E G R E AT

N

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147

It’s always worthwhile to make others aware of their worth. —MALCOLM

FORBES

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148

Predictions

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149

To predict the future, we need logic; but we also need faith and imagination, which can sometimes defy logic itself. — A RT H U R

C. CLARKE

N Trying to predict the future is like trying to drive down a country road at night with no lights while looking out the back window. —PETER

DRUCKER

N It is always wise to look ahead, but difficult to look further than you can see. —SIR

WINSTON CHURCHILL

N The art of prophecy is very difficult, especially with respect to the future. —MARK

T WA I N

N He can’t last. I tell you flatly, he can’t last. —JACKIE

G L E A S O N O N E LV I S P R E S L E Y

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150

Problem Solving A problem well stated is a problem half solved. —CHARLES

F. K E T T E R I N G

N Never tell people how to do things. Tell them what to do, and they will surprise you with their ingenuity. —GEORGE

S . P AT T O N

N Problems are only opportunities in work clothes. —HENRY J.

KAISER

N It isn’t that they can’t see the solution, it’s that they can’t see the problem. —G.

K . C H E S T E RT O N

N

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151

Divide each difficulty into as many parts as is feasible and necessary to resolve it. —RENÉ

D E S C A RT E S

N

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152

Men are never so likely to settle a question rightly as when they discuss it freely. —THOMAS

B . M A C A U L AY

N For every complex problem, there is a solution that is simple, neat and wrong. —H.

L. MENCKEN

N The direct use of force is such a poor solution to any problem—it is generally employed only by small children and large nations. — D AV I D

FRIEDMAN

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153

Product Anything that won’t sell, I don’t want to invent. Its sale is proof of utility, and utility is success. —THOMAS

EDISON

N When the product is right, you don’t have to be a great marketer. —LEE

IACOCCA

N Before you build a better mousetrap, it helps to know if there are any mice out there. — M O RT I M E R

B. ZUCKERMAN

N A company with a good product rarely needs a mission statement. —SCOTT

ADAMS

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154

Progress We may affirm that nothing great in the world has been accomplished without passion. —GEORG

W. F. H E G E L

N There is nothing more difficult … than to take the lead in the introduction of a new order of things. —NICCOLÒ

M A C H I AV E L L I

N Obstacles are things a person sees when he takes his eyes off his goal. —E.

JOSEPH COSSMAN

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155

Purpose You are a child of the Universe, no less than the moon and the stars; you have a right to be here. And whether or not it is clear to you, no doubt the Universe is unfolding as it should. —MAX

EHRMANN

N However gradual the course of history, there must always be the day, even an hour and minute, when some significant action is performed for the first or last time. —PETER

QUENNELL

N Life is a promise; fulfill it. —MOTHER

TERESA

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156

Quality There is one rule for the industrialist and that is: Make the best quality of goods possible at the lowest cost possible, paying the highest wages possible. —HENRY

FORD

N Quality is never an accident; it is always the result of high intention, sincere effort, intelligent direction and skillful execution; it represents the wise choice of many alternatives. —WILLIAM

A. FOSTER

N Just make up your mind at the very outset that your work is going to stand for quality … that you are going to stamp a superior quality upon everything that goes out of your hands, that whatever you do shall bear the hallmark of excellence. —ORISON

SWETT MARSDEN

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157

Relationships Treat people as if they were what they ought to be and you help them to become what they are capable of being. —JOHANN

WOLFGANG VON GOETHE

N If we treat our employees correctly, they’ll treat the customers right. And if customers are treated right, they’ll come back. —J.

W. M A R R I O T T J R .

N A little reciprocity goes a long way. —MALCOLM

FORBES

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158

Revolution It is impossible to arouse the people artificially. People’s revolutions are born from the course of events. —MIKHAIL

BAKUNIN

N You can never have a revolution in order to establish a democracy. You must have a democracy in order to have a revolution. —G.

K . C H E S T E RT O N

N A nonviolent revolution is not a program of seizure of power. It is a program of transformation of relationships, ending in a peaceful transfer of power. —MOHANDAS

K. GANDHI

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159

Risk Don’t be afraid to take a big step. You can’t cross a chasm in two small jumps. — D AV I D

LLOYD GEORGE

N Being on a tightrope is living; everything else is waiting. —KARL

WA L L E N D A

N There are two times in a man’s life when he should not speculate: when he can’t afford it and when he can. —MARK

T WA I N

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160

Sales There is only one valid definition of business purpose: to create a customer. —PETER

DRUCKER

N There is only one boss: the customer. And he can fire everybody in the company, from the chairman on down, simply by spending his money somewhere else. —SAM

WA LT O N

N In every instance we found that the best-run companies stay as close to their customers as is humanly possible. —THOMAS J.

PETERS

N

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161

A salesman is a fellow with a smile on his face, a shine on his shoes, and a lousy territory. —GEORGE

GOBEL

N Great Thoughts to Sell By

162

A thing is worth whatever the buyer will pay for it. —PUBLILIUS

SYRUS

N People will buy anything that’s one to a customer. —SINCLAIR

LEWIS

N The only pretty store is one full of people. —WILLIAM

DILLARD

N Customers don’t want their money back; they want a product that works properly. —DAN

B U RT O N

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163

Self-Confidence Immense power is acquired by assuming yourself in your secret reveries that you were born to control affairs. —ANDREW

CARNEGIE

N Attempt easy tasks as if they were difficult, and difficult as if they were easy; in the one case that confidence may not fall asleep, in the other that it may not be dismayed. — B A LT A S A R

GRACIAN

N Our best friends and our worst enemies are our thoughts. A thought can do us more good than a doctor or a banker or a faithful friend. It can also do us more harm than a brick. —DR.

FRANK CRANE

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164

As soon as you trust yourself, you will know how to live. —JOHANN

WOLFGANG VON GOETHE

N It is best to act with confidence, no matter how little right you have to it. —LILLIAN

HELLMAN

N Getting ahead in a difficult profession requires avid faith in yourself. That is why some people with mediocre talent, but with great inner drive, go much further than people with vastly superior talent. —SOPHIA

LOREN

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165

Self-Control In the midst of movement and chaos, keep stillness inside of you. — D E E PA K

CHOPRA

N He who restrains his anger overcomes his greatest enemy. — L AT I N

PROVERB

N There is only one corner of the universe you can be certain of improving and that’s your own self. —ALDOUS

HUXLEY

N Hot heads and cold hearts never solved anything. — B I L LY

GRAHAM

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166

Self-Esteem

No one can make you feel inferior without your consent. —ELEANOR

R O O S E V E LT

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167

A man’s head is his castle. —JOSEPH

HELLER

N Outstanding leaders go out of the way to boost the self-esteem of their personnel. —SAM

WA LT O N

N Self-esteem must be earned! When you dare to dream, dare to follow that dream, dare to suffer through the pain, sacrifice, self-doubts and friction from the world, you will genuinely impress yourself. —DR.

L AU R A S C H L E S S I N G E R

N Self-esteem is as important to our well being as legs are to a table. It is essential for physical and mental health and for happiness. —LOUISE

H A RT

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168

Selling The human body has two ears and one mouth. To be good at persuading or selling, you must learn to use those natural devices in proportion. Listen twice as much as you talk and you’ll succeed in persuading others nearly every time. —TOM

HOPKINS

N If you would persuade, you must appeal to interest rather than intellect. —BENJAMIN

FRANKLIN

N Everyone lives by selling something, whatever be his right to it. — R O B E RT

LOUIS STEVENSON

N

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169

The best way to get on in the world is to make people believe it’s to their advantage to help you. —JEAN

DE LA BRUYÈRE

N When a man is trying to sell you something, don’t imagine he is that polite all the time. —ED

HOWE

N Buying and selling; that’s what the world has to go by. —ANTHONY

TROLLOPE

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170

Silence Don’t talk unless you can improve the silence. —NEW

ENGLAND PROVERB

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171

One often hears the remark “He talks too much,” but when did anyone last hear the criticism “He listens too much?” —NORMAN

AU G U S T I N E

N It is impossible to persuade a man who does not disagree, but smiles. —MURIEL

S PA R K

N You have not converted a man because you have silenced him. —JOHN

MORLEY

N

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172

Too often the strong, silent man is silent because he does not know what to say. —SIR

WINSTON CHURCHILL

N Look wise, say nothing, and grunt. Speech was given to conceal thoughts. —SIR

WILLIAM OSLER

N Blessed is the man who, having nothing to say, abstains from giving in words evidence of the fact. —GEORGE

ELIOT

N

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173

Sorrow

Although the world is very full of suffering, it is also full of the overcoming of it. —HELEN

KELLER

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174

We are healed of suffering only by experiencing it to the full. —MARCEL

PROUST

N The worse the news, the more effort should go into communicating it. —ANDREW

S. GROVE

N A deep distress hath humanized my soul. —WILLIAM

W O R D S W O RT H

N There are two days about which one should never worry, and these are yesterday and today. — R O B E RT

JONES BURDETTE

N

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175

We would often be sorry if our wishes were gratified. —AESOP

N The deeper that sorrow carves into your being, the more joy you can contain. —KAHLIL

GIBRAN

N Find expression for a sorrow, and it will become dear to you. Find expression for a joy, and you will intensify its ecstasy. —OSCAR

WILDE

Great Thoughts to Sell By

176

Success You always pass failure on the way to success. —MICKEY

ROONEY

N Many of life’s failures are people who did not realize how close they were to success when they gave up. —THOMAS

EDISON

N To succeed, jump as quickly at opportunities as you do at conclusions. —BENJAMIN

FRANKLIN

N A person’s probability of success is directly proportional to the belief and execution of their abilities. —KENT

CALHOUN

N

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177

Success is not the result of spontaneous combustion. You must set yourself on fire. —REGGIE

LEACH

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178

The most important single ingredient in the formula of success is knowing how to get along with people. —THEODORE

R O O S E V E LT

N The secret of success in life is for a man to be ready for his opportunity when it comes. —BENJAMIN

DISRAELI

N The wise man puts all his eggs in one basket and watches the basket. —ANDREW

CARNEGIE

N My formula for success? Rise early, work late, strike oil. —J.

PAU L G E T T Y

N

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179

The man who will use his skill and constructive imagination to see how much he can give for a dollar instead of how little he can give for a dollar is bound to succeed. —HENRY

FORD

N I know the price of success: dedication, hard work and an unremitting devotion to the things you want to see happen. —FRANK

LLOYD WRIGHT

N The successful person is the individual who forms the habit of doing what the failing person doesn’t like to do. —DONALD

RIGGS

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180

Taxes The hardest thing in the world to understand is income tax. — A L B E RT

EINSTEIN

N The avoidance of taxes is the only intellectual pursuit that still carries any reward. —JOHN

M AY N A R D K E Y N E S

N The art of taxation consists in so plucking the goose as to obtain the largest amount of feathers with the least possible amount of hissing. —J.

B . C O L B E RT

N

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181

Simply by not owning three medium-sized castles in Tuscany I have saved enough money in the last forty years on insurance premiums alone to buy a medium-sized castle in Tuscany. —LUDWIG

M I E S VA N D E R R O H E

N I don’t want to tell you how much insurance I carry with the Prudential, but all I can say is, when I go, they go too. —JACK

BENNY

N There is no such thing as a good tax. —SIR

WINSTON CHURCHILL

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182

Thought Man’s great powers of thinking, remembering and communicating are responsible for the evolution of civilization. —LINUS

PAU L I N G

N The trouble with most people is that they think with their hopes or fears or wishes rather than with their minds. —WILL

DURANT

N If thou thinkest twice before thou speakest once, thou wilt speak twice the better for it. —WILLIAM

PENN

N

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183

The happiness of your life depends upon the quality of your thoughts … take care that you entertain no notions unsuitable to virtue and reasonable nature. —MARCUS

AU R E L I U S

N

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184

If everyone is thinking alike, then somebody isn’t thinking. —GEORGE

S . P AT T O N

N Except our own thoughts, there is nothing absolutely in our power. —

R E N É D E S C A RT E S

N It is the mark of an educated mind to be able to entertain a thought without accepting it. —ARISTOTLE

N If an idea’s worth having once, it’s worth having twice. —TOM

S T O P PA R D

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185

Time Management Don’t duck the most difficult problems. That just ensures that the hardest part will be left when you’re most tired. Get the big one done—it’s down hill from there. —NORMAN

VINCENT PEALE

N The secret of getting ahead is getting started. The secret of getting started is breaking your complex, overwhelming tasks into small manageable tasks, and then starting on the first one. —MARK

T WA I N

N Time is a storm in which we are all lost. —WILLIAM

CARLOS WILLIAMS

N

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186

Know the true value of time; snatch, seize, and enjoy every moment of it. No idleness, no laziness, no procrastination; never put off till tomorrow what you can do today. —LORD

CHESTERFIELD

N Great Thoughts to Sell By

187

Until we can manage time, we can manage nothing else. —PETER

DRUCKER

N The more we do, the more we can do; the busier we are, the more leisure we have. —WILLIAM

HAZLITT

N Doing the best at this moment puts you in the best place for the next moment. —OPRAH

WINFREY

N Remember that time is money. —BENJAMIN

FRANKLIN

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188

Toughness Life is a grindstone. But whether it grinds you down or polishes you up depends upon what you are made of. — R O B E RT

E. JOHNSON

N You may not be responsible for getting knocked down, but you’re certainly responsible for getting back up. —REVEREND

JESSE JACKSON

N Determine that the thing can and shall be done, and then we shall find the way. —ABRAHAM

LINCOLN

N

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189

When force is necessary, there it must be applied boldly, decisively and completely. But one must know the limitations of force; one must know when to blend force with a maneuver, the blow with an agreement. —LEON

TROTSKY

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190

Truth The truth exists; only fictions are invented. —GEORGES

BRAQUE

N Truth never damages a cause that is just. —MOHANDAS

K. GANDHI

N To know what people really think, pay regard to what they do, rather than what they say. —

R E N É D E S C A RT E S

N Chase after truth like hell and you’ll free yourself, even though you never touch its coattails. —CLARENCE

DARROW

N

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191

The pursuit of truth and beauty is a sphere of activity in which we are permitted to remain children all our lives. — A L B E RT

EINSTEIN

N Great Thoughts to Sell By

192

You shall know the truth, and the truth shall make you mad. —ALDOUS

HUXLEY

N All great truths begin as blasphemies. —GEORGE

B E R N A R D S H AW

N Truth has no special time of its own. Its hour is now—always. — A L B E RT

SCHWEITZER

N If you are out to describe the truth, leave elegance to the tailor. — A L B E RT

EINSTEIN

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193

Understanding Understanding can overcome any situation, however mysterious or insurmountable it may appear to be. —NORMAN

VINCENT PEALE

N Everything that irritates us about others can lead us to an understanding of ourselves. —CARL

JUNG

N A process cannot be understood by stopping it. Understanding must move with the flow of the process, must join it and flow with it. —FRANK

H E R B E RT

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194

Virtue Recommend virtue to your children; it alone, not money, can make them happy. I speak from experience. —LUDWIG

VA N B E E T H O V E N

N Thinking is the hardest work there is, which is probably the reason why so few engage in it. —HENRY

FORD

N I used to be Snow White, but I drifted. —MAE

WEST

N

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195

To practice five things under all circumstances constitutes perfect virtue; these five are gravity, generosity of soul, sincerity, earnestness, and kindness. —CONFUCIUS

N The unfortunate thing about this world is that the good habits are much easier to give up than the bad ones. — W.

S O M E R S E T M AU G H A M

N Virtue does not come from wealth, but wealth and every other good thing which men have comes from virtue. — S O C R AT E S

Great Thoughts to Sell By

196

Vision Leaders must invoke an alchemy of great vision. Those leaders who do not are ultimately judged failures, even though they may be popular at the moment. —HENRY

KISSINGER

N The reality is always there and is preceded by vision. And if one keeps looking steadily the vision crystallizes into fact or deed. —HENRY

MILLER

N You need a well-articulated vision that people can follow. —STEVEN

P. J O B S

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197

War and Peace

Aggression unopposed becomes a contagious disease. —JIMMY

C A RT E R

N

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198

War may sometimes be a necessary evil. But no matter how necessary, it is always an evil, never a good. We will not learn how to live together in peace by killing each other’s children. —JIMMY

C A RT E R

N One is left with the horrible feeling now that war settles nothing; that to win a war is as disastrous as to lose one. — A G AT H A

CHRISTIE

N In times of peace the people look most to their representatives; but in war, to the executive solely. —THOMAS

JEFFERSON

N If they want peace, nations should avoid the pinpricks that precede cannon shots. —NAPOLEON

B O N A PA RT E

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199

Wealth That some should be rich shows that others may become rich, and hence is just encouragement to industry and enterprise. —ABRAHAM

LINCOLN

N Money is applause. —JACQUELINE

SUSANN

N I’m opposed to millionaires, but it would be dangerous to offer me the position. —MARK

T WA I N

N I have been rich and I have been poor. Rich is better. —SOPHIE

TUCKER

N

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200

Mere moneymaking has never been my goal. —JOHN

D. ROCKEFELLER

N

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201

Money remains the same, it is merely the pockets that change. — G E RT R U D E

STEIN

N Money never made a man happy yet, nor will it. There is nothing in its nature to produce happiness. The more a man has, the more he wants. Instead of filling a vacuum, it makes one. —BENJAMIN

FRANKLIN

N The lack of money is the root of all evil. —GEORGE

B E R N A R D S H AW

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202

Winning I know the price of success: dedication, hard work and an unremitting devotion to the things you want to see happen. —FRANK

LLOYD WRIGHT

N My philosophy of life is that if we make up our mind what we are going to make of our lives, then work hard toward that goal, we never lose—somehow we win out. —RONALD

REAGAN

N Success seems to be connected with action. Successful people keep moving. They make mistakes, but they don’t quit. —CONRAD

H I LT O N

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203

If anything goes bad, I did it. If anything goes semi-good, then we did it. If anything goes really good, then you did it. That’s all it takes to get people to win football games. — PAU L “ B E A R ”

B RYA N T

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204

Wisdom Our happiness depends on wisdom all the way. —SOPHOCLES

N The wisdom of the wise and the experience of the ages are perpetuated by quotations. —BENJAMIN

DISRAELI

N Wisdom is the power to put our time and our knowledge to the proper use. —THOMAS J.

WAT S O N

N The art of being wise is the art of knowing what to overlook. —WILLIAM

JAMES

N

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205

It requires wisdom to understand wisdom: the music is nothing if the audience is deaf. — WA LT E R

LIPPMANN

N

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206

Experiences are savings which a miser puts aside. Wisdom is an inheritance which a wastrel cannot exhaust. —KARL

K R AU S

N A great memory is never made synonymous with wisdom, any more than a dictionary would be called a treatise. —JOHN

HENRY CARDINAL NEWMAN

N Wisdom is like electricity. There is no permanently wise man, but men capable of wisdom, who, being put into certain company, or other favorable conditions, become wise for a short time, as glasses rubbed acquire electric power for a while. —RALPH

WA L D O E M E R S O N

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207

Work I get quiet joy from the observation of anyone who does his job well. —WILLIAM

F E AT H E R

N The closest to perfection a person comes is when he fills out a job application form. — S TA N L E Y J .

RANDALL

N Everybody looks good on paper. —JOHN

Y. B R O W N , G O V E R N O R O F K E N T U C K Y

N A résumé is a balance sheet without any liabilities. — R O B E RT

HALF

N

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208

The reason that worry kills more people than work is that more people worry than work. — R O B E RT

FROST

N Great Thoughts to Sell By

209

Some people work just hard enough not to get fired, and some companies pay people just enough that they won’t quit. —LOUIS

E. BOONE

N Always be smarter than the people who hire you. —LENA

HORNE

N He started out at the bottom, and sort of likes it there. —TENNESSEE

ERNIE FORD

Great Thoughts to Sell By

210

Writing Composition is, for the most part, an effort of slow diligence and steady perseverance, to which the mind is dragged by necessity or resolution, and from which the attention is every moment starting to more delightful amusements. —SAMUEL

JOHNSON

N Writing about an idea frees me of it. Thinking about it is a circle of repetitions. —MASON

COOLEY

N No author is a man of genius to his publisher. —HEINRICH

HEINE

N

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211

I took a course in speed-reading and was able to read War and Peace in twenty minutes. It’s about Russia. —WOODY

ALLEN

N Some books are to be tasted, others to be swallowed, and some few have to be chewed and digested. —SIR

FRANCIS BACON

N I have always imagined that Paradise will be a kind of library. —JORGE

LUIS BORGES

N News is the first rough draft of history. —BENJAMIN

BRADLEE

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212

Zest Wake up with a smile and go after life … Live it, enjoy it, taste it, smell it, feel it. —JOE

KNAPP

N The only thing that keeps a man going is energy. And what is energy but liking life? —LOUIS

AU C H I N C L O S S

N Life engenders life. Energy creates energy. It is by spending oneself that one becomes rich. —SARAH

BERNHARDT

N

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213

What hunger is in relation to food, zest is in relation to life. — B E RT R A N D

RUSSELL

N

Great Thoughts to Sell By

214

What one has, one ought to use; and whatever he does, he should do with all his might. —CICERO

N What counts is not necessarily the size of the dog in the fight—it’s the size of the fight in the dog. —DWIGHT

D. EISENHOWER

N Security is mostly superstition … Life is either a daring adventure, or nothing. —HELEN

KELLER

N Sometimes success is due less to ability than to zeal. —CHARLES

BRUXTON

Great Thoughts to Sell By

INDEX OF AUTHORS Babson, Roger, 36 Bacon, Francis, 1, 37, 128, 211 Bakunin, Mikhail, 158 Baldwin, James A., 31 Balfour, Francis Maitland, 37 Ball, Lucille, 98 Bartlett, Christopher A., 115 Baruch, Bernard, 71 Beethoven, Ludwig van, 194 Behan, Brendan, 56 Benny, Jack, 181 Berenson, Bernard, 102 Bergman, Ingrid, 130 Berle, Milton, 40, 128 Bernbach, William, 10 Bernhardt, Sarah, 212 Bierce, Ambrose, 29 Billings, Josh, 71

Adams, Abigail, 108 Adams, John Quincy, 136 Adams, Philip, 50 Adams, Scott, 153 Addams, Jane, 38 Aesop, 175 Allen, Fred, 133 Allen, Woody, 211 Amatt, John, 6 Anderson, Greg, 63 Anderson, Sherwood, 49 Angelou, Maya, 31 Aristotle, 76, 184 Ash, Mary Kay, 146 Ashe, Arthur, 57 Auchincloss, Louis, 212 Augustine, Norman, 171 Austen, Jane, 124 215

Copyright © 2007 by Gerhard Gschwandtner. Click here for terms of use.

216

Blackwell, Lawana, 85 Blake, William, 33, 55, 119 Blanchard, Kenneth H., 113 Bonaparte, Napoleon, 74, 77, 198 Boone, Louis E., 116, 209 Borge, Victor, 104 Borges, Jorge Luis, 211 Borland, Hal, 124 Bourne, Alec, 66 Bovee, Christian Nevell, 106 Bradlee, Benjamin, 211 Brandeis, Louis D., 99 Braque, Georges, 190 Bremer, Sydney, 91 Britt, Steuart Henderson, 10 Brown, Andrew, 46 Brown, H. Jackson, 137 Brown, John Mason, 66 Brown, John Y., 207 Browning, Robert, 86 Bruxton, Charles, 214 Bryant, Paul “Bear,” 203 Burdette, Robert Jones, 174 Burton, Dan, 162 Buscaglia, Leo, 125,

Butler, Samuel, 121 Buttrose, Ita, 9 Buxton, Thomas Fowell, 138 Bymes, James F., 128 Byron, George Gordon, Lord, 7 Calhoun, Kent, 176 Camus, Albert, 1, 37 Carlyle, Thomas, 25, 136 Carnegie, Andrew, 122, 163, 178 Carnegie, Dale, 124 Carter, Jimmy, 197, 198 Catherine the Great, 33, 146 Cervantes Saavedra, Miguel de, 53 Chanel, Coco, 28 Charron, Pierre, 14 Chekhov, Anton, 124 Chesterfield, Lord, 13, 108, 186 Chesterton, G. K., 6, 150, 158 Chopra, Deepak, 165 Christie, Agatha, 198 Churchill, Winston, 80, 149, 172, 181 Cicero, 214 Clark, Frank A., 88 Clarke, Arthur C., 90, 149 Index

217

Clinton, William J. (Bill), 63 Cockran, Bourke, 39 Cocks, Barnett, 40 Colbert, J. B., 180 Coleridge, Samuel Taylor, 122 Collette, 69 Confucius, 195 Conrad, Joseph, 140 Cooley, Mason, 103, 210 Cosby, Bill, 81, 93 Cossman, E. Joseph, 154 Cousins, Norman, 104 Cox, Harvey, 58 Crane, Frank, 163 Cummings, E. E., 104 Darrow, Clarence, 190 Davies, Peter, 120 Davis, Belva, 63 Davis, Bette, 89 Dean, Dizzy, 25 Dement, William, 65 Demosthenes, 126 Dempsey, Jack, 138 Descartes, René, 94, 151, 184, 190

Diderot, Denis, 130 Dillard, William, 162 Dion, Celine, 45 Dirksen, Everett M., 140 Disney, Walt, 133 Disraeli, Benjamin, 2, 56, 75, 102, 136, 140, 178, 204 Ditka, Mike, 80 Downs, Hugh, 19 Drucker, Peter, 34, 87, 99, 101, 149, 160, 187 Drummond, Henry, 90 Dubois, René, 108 Duerk, Judith, 63 Dulles, John Foster, 131 Durant, Will, 182 Dyer, William G., 32 Eberhardt, Isabelle, 36 Edison, Thomas, 60, 128, 153, 176 Edson, Russell, 14 Ehrlich, Paul, 47 Ehrmann, Max, 155 Einstein, Albert, 1, 37, 72, 83, 96, 108, 116, 118, 133, 180, 191, 192 Eisenhower, Dwight D., 106, 142, 214 Index

218

Eliot, George, 172 Elliott, Walter, 137 Emerson, Ralph Waldo, 30, 43, 52, 77, 99, 118, 126, 206 Epictetus, 16 Evans, Noela, 7 Evans, Richard L., 50 Faulkner, William, 11 Feather, William, 27, 90, 142, 207 Ferraro, Geraldine, 47 Fields, W. C., 81 Flynn, Errol, 27 Forbes, Malcolm, 66, 147, 157 Ford, Harrison, 32 Ford, Henry, 1, 118, 141, 156, 179, 194 Ford, Tennessee Ernie, 209 Forster, E. M., 130 Foster, Alan Dean, 83 Foster, William A., 156 France, Anatole, 64, 94 Frank, Anne, 21 Frankfurter, Felix, 97 Franklin, Benjamin, 60, 84, 90, 168, 176, 187, 201

Friedman, David, 152 Fromm, Erich, 97 Frost, Robert, 4, 26, 208 Froude, James A., 79 Galbraith, John Kenneth, 145 Galilei, Galileo, 99 Gandhi, Indira, 105 Gandhi, Mohandas K., 2, 85, 158, 190 Gardner, Edward, 76 Gardner, Herbert, 110 Gardner, John W., 77 Gaulle, Charles de, 142 Gawain, Shakti, 49 Geneen, Harold S., 134 Getty, J. Paul, 178 Gibran, Kahlil, 175 Gleason, Jackie, 149 Gobel, George, 161 Godwin, Gail, 66 Goethe, Johann Wolfgang von, 34, 55, 157, 164 Gogh, Vincent van, 9, 53, 71 Goldwyn, Samuel, 146 Goodman, Paul, 46 Index

219

Gracian, Baltasar, 163 Graham, Billy, 165 Greer, Germaine, 67 Gropius, Walter, 102 Grove, Andrew S., 113, 174 Half, Robert, 207 Hamilton, Alexander, 72 Hansen, Mark Victor, 22 Harris, Sidney J., 13 Hart, Louise, 167 Hart, Moss, 118 Harvey-Jones, John, 142 Hazlitt, William, 187 Hearst, William Randolph, 10 Hegel, Georg W. F., 154 Heifetz, Jascha, 62 Heine, Heinrich, 210 Heller, Joseph, 167 Hellman, Lillian, 164 Hemingway, Ernest, 119 Herbert, Frank, 62, 193 Hesburgh, Theodore, 107 Hill, Napoleon, 65, 80 Hilton, Conrad, 202

Hoffa, Jimmy, 25 Hoffer, Eric, 75 Holland, J. G., 138 Holmes, Oliver Wendell, 94, 135 Hoover, Herbert, 27 Hope, Bob, 45 Hopkins, Tom, 168 Horne, Lena, 209 Howe, Ed, 109, 169 Hubbard, Elbert, 46, 56 Hubbard, Kin, 113 Hull, Raymond, 100 Humphrey, Hubert, 41 Hunter, Catfish, 120 Huxley, Aldous, 165, 192 Huxley, Thomas Henry, 3 Iacocca, Lee, 153 Ingalls, John James, 145 Ingersoll, Robert, 39 Irving, Washington, 18 Jackson, Andrew, 58 Jackson, Jesse, 188 James, William, 18, 65, 204 Index

220

Jaynes, Julian, 38 Jefferson, Thomas, 140, 198 Jobs, Steven P., 196 Johnson, Ben, 7 Johnson, Robert E., 188 Johnson, Samuel, 76, 92, 210 Jones, Franklin P., 79 Jong, Erica, 13 Jung, Carl, 193 Kaiser, Henry J., 150 Keats, John, 21 Keller, Helen, 18, 36, 173, 214 Kennedy, John F., 47, 52, 85,88 Kennedy, Robert F., 80 Kerr, Jean, 21 Kettering, Charles F., 150 Keynes, John Maynard, 180 Khrushchev, Nikita, 144 King, Martin Luther, Jr., 52 Kissinger, Henry, 26, 57, 144, 196 Knapp, Joe, 212 Kraus, Karl, 206 Kroc, Ray, 112

La Bruyère, Jean de, 169 Langbridge, Frederick, 129 Lauder, Leonard, 79 Lauren, Ralph, 106 Lawrence, D. H., 125 Lawrence, T. E. (Lawrence of Arabia), 65 Leach, Reggie, 177 Leacock, Stephen, 112 LePatner, Barry, 79 Letterman, David, 29 Lewis, C. S., 31 Lewis, Sinclair, 162 Lincoln, Abraham, 36, 61, 188, 199 Lindbergh, Anne Morrow, 43, 88 Lindsey, Margaret, 89 Lippmann, Walter, 107, 135, 205 Lloyd George, David, 144, 159 Lois, George, 54 Lombardi, Vince, 49, 69 London, Jack, 37 Longfellow, Henry Wadsworth, 61 Loren, Sophia, 164 Luce, Clare Boothe, 53, 92 Lynd, Robert, 45 Index

221

Macaulay, Thomas B., 12, 152 Machiavelli, Niccolò, 122, 154 McKenna, Regis, 43 McNamara, Robert, 47 Mansell, Reginald B., 129 Marcus Aurelius, 183 Marine, Joshua J., 7 Marriott, J. W., Jr., 157 Marsden, Orison Swett, 156 Maugham, W. Somerset, 195 Maxwell, Elsa, 103 Mencken, H. L., 72, 152 Mies van der Rohe, Ludwig, 181 Miller, Henry, 21, 196 Milton, John, 98 Mizner, Wilson, 110 Moody, Dwight L., 34 Moore, Joe, 27 Morgan, John Pierpont, 120 Morley, Christopher, 98 Morley, John, 171 Munch, Edvard, 123 Neal, Patricia, 18 Nelson, George, 94

Newhart, Bob, 103 Newman, John Henry, 206 Nightingale, Earl, 19 Nordau, Max, 38 Ogilvy, David M., 29 Osler, William, 172 Ovid, 30 Paciorek, Tom, 26 Paine, Thomas, 8, 9 Parton, Dolly, 106 Pascal, Blaise, 41 Pasteur, Louis, 30 Patton, George S., 150, 184 Pauling, Linus, 182 Peale, Norman Vincent, 49, 67, 69, 185, 193 Peck, Scott, 9 Penn, William, 182 Perlman, Alfred Edward, 33 Perot, H. Ross, 136 Peter, Laurence J., 100, 134 Peters, Thomas J., 160 Picasso, Pablo, 46, 55 Index

222

Quennell, Peter, 155 Quill, Christopher, 102

Roosevelt, Theodore, 29, 115, 178 Ross, Steven J., 115 Rusk, Dean, 110 Ruskin, John, 61, 139 Russell, Bertrand, 115, 213 Russell, David, 78 Ruth, Babe, 130

Rabin, Susan, 67 Randall, Clarence A., 107 Randall, Stanley J., 207 Reagan, Ronald, 145, 202 Redford, Robert, 126 Regan, Donald, 17 Revson, Charles, 12 Rickenbacker, Eddie, 52 Riggs, Donald, 179 Rochefoucauld, François de la, 134 Rockefeller, David, 48 Rockefeller, John D., 200 Rogers, Will, 2, 12, 66, 74, 140 Rommel, Irwin, 122 Rooney, Mickey, 176 Roosevelt, Eleanor, 56, 131, 166 Roosevelt, Franklin D., 4, 12, 131

Salk, Jonas, 86 Sampson, Patricia, 50 San Concordio, Bartolomeo da, 141 Sappho, 21 Sartre, Jean-Paul, 58, 84 Satir, Virginia, 41 Satoro, Ryunosuke, 133 Schlessinger, Laura, 167 Schurz, Carl, 83, 96 Schwab, Charles, 120 Schweitzer, Albert, 8, 89, 192 Seneca, 135 Shaw, George Bernard, 192, 201 Sibelius, Jean, 56 Socrates, 195 Sophocles, 204 Spark, Muriel, 171

Pope, Alexander, 100 Potter, Alice, 129 Potter, Beatrix, 55 Proust, Marcel, 62, 174

Index

223

Stanhope, Philip Dormer, 13 Stein, Gertrude, 201 Stevenson, Adlai E., Jr., 83 Stevenson, Robert Louis, 84, 125, 168 Stewart, Jimmy, 116 Stoppard, Tom, 184 Susann, Jacqueline, 199 Swift, Jonathan, 129 Syrus, Publilius, 162 Szent-Gyorgyi, Albert von, 62 Taber, Carol A., 133 Teresa, Mother, 155 Thatcher, Margaret, 45, 60 Thomas, Clarence, 75 Thoreau, Henry David, 22, 29, 64, 86, 97, 141 Thurber, James, 93 Tiberius Caesar, 115 Toffler, Alvin, 57, 141 Townsend, Robert, 57 Toynbee, Arnold J., 38 Tracy, Brian, 88, 112 Trogdon, William, 5 Trollope, Anthony, 169

Trotsky, Leon, 189 Truman, Harry S, 13, 60, 81 Tucker, Carol, 44 Tucker, Sophie, 199 Twain, Mark, 10, 16, 25, 41, 74, 86, 97, 103, 149, 185, 199 Ueland, Brenda, 96 Van Buren, Abigail, 34 Van Loon, Hendrik, 40 Van Valkenburg, George, 107 Vauvenargues, Marquis de, 92 Vidal, Gore, 102 Voltaire, 26 Vonnegut, Kurt, 98 Wallenda, Karl, 159 Walton, Sam, 128, 160, 167 Warhol, Andy, 33 Washington, Martha, 89 Watson, Thomas J., 204 West, Mae, 58, 194 Wheeler, Elmer, 11 White, E. B., 93, 112 Index

224

Whitehead, Alfred North, 4, 119 Wilde, Oscar, 79, 85, 175 Wilder, Billy, 118 Wilkes, C. Gene, 107 Williams, William Carlos, 185 Wilson, Earl, 116 Wilson, Woodrow, 23, 100

Winfrey, Oprah, 187 Wordsworth, William, 174 Wright, Frank Lloyd, 17, 179, 202 Young, Edward, 25 Zuckerman, Mortimer B., 153

Index

ABOUT THE AUTHOR A dual citizen of both Austria and the United States, Gerhard Gschwandtner is the founder and publisher of Selling Power, the leading magazine for sales professionals worldwide, with a circulation of 165,000 subscribers in 67 countries. He began his career in his native Austria in the sales training and marketing departments of a large construction equipment company. In 1972, he moved to the United States to become the company’s North American Sales Training Director, later moving into the position of Marketing Manager. In 1977, he became an independent sales training consultant, and in 1979 he created an audiovisual sales training course called “The Languages of Selling.” Marketed to sales managers at Fortune 500 companies, the course taught nonverbal communication in sales together with professional selling skills. In 1981, Gerhard launched Personal Selling Power, a tabloid-format newsletter directed to sales managers. Over the years the tabloid grew in subscriptions, size, and frequency. The name changed to Selling Power, and in magazine format it became the leader in the professional sales field. Every year Selling Power publishes the “Selling Power 500,” a listing of the 500 largest sales forces in America. The company publishes books, sales training posters, and audio and video products for the professional sales market. Gerhard has become America’s leading expert on selling and sales management. He conducts webinars for such companies as SAP, and Selling Power has recently launched a new conference division that sponsors and conducts by-invitation-only leadership conferences directed toward companies with high sales volume and large sales forces. For more information on Selling Power and its products and services, please visit www.sellingpower.com. Copyright © 2007 by Gerhard Gschwandtner. Click here for terms of use.