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Page 21 talks about the three tens you need to have in order to close a sale
1. The product, idea, or concept
2. You, trust and connect with you
3. The prospect must trust and connect with the company

The book makes you understand that failing doesn’t make you a failure, giving up does. And in order to achieve high levels of success you have to go through high levels of failure first.

Something that the author says on page 28 “the salesperson never decides when the sale is over; the customer does”

This emphasizes what the mentality in sales should be all about. The only limiting factor in sales is the individual and their believes, as far as that person shoots, that’s as far as their going to hit.