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Lessons from the Greats

Good ideas have a long life.

Explore the people and principles that shaped selling. Then put one idea to work in your own way.

Old school sales / A new collection

The tools change.
People still matter.

Lessons in trust, listening, follow-through and motivation from Brian Tracy, Zig Ziglar, Dale Carnegie and other influential teachers. Put the classics to work in your next conversation.

Explore old school sales
01Brian Tracy02Zig Ziglar03Dale Carnegie04Jim Rohn05Joe Girard06Mary Kay Ash

Independent editorial lessons with original SalesCoach exercises. These authors and organizations do not endorse or provide coaching through this site.

BT
Preparation & deliberate improvement

Brian Tracy

Build the skill behind the confidence.

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ZZ
Understand the hesitation

Zig Ziglar

Help the buyer reach a clear decision.

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DC
Listening & sincere interest

Dale Carnegie

Make understanding your first objective.

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JR
Daily discipline & resilience

Jim Rohn

Give your motivation a place on the calendar.

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JG
Reputation & personal follow-through

Joe Girard

Make the experience after the sale count.

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MK
Recognition & respect

Mary Kay Ash

Notice people. Recognize useful work.

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CV
Understand the concern underneath the objection

Chris Voss

Acknowledge the concern before you answer it.

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NR
Better questions. Better discovery.

Neil Rackham

Help the buyer explore the importance of the problem.

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DS
Shared expectations from the start

David Sandler

Agree on what a useful meeting looks like.

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JB
Consistency creates opportunity

Jeb Blount

Make prospecting a repeatable habit.

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JK
Make it easier for a busy buyer

Jill Konrath

Make your relevance easy to understand.

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