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The key to a sale in an interview, and the key to an interview is a disturbing question.

Ben Feldman

Goals aren’t enough. You need goals plus deadlines: goals big enough to get excited about and deadline to make you run. One isn’t much good without the other, but together they can be tremendous.
BEN FELDMAN

Encouragement Goal Running
Youll have the same problems when I walk out, as you had when I walked in… unless you let me take your problems with me.
BEN FELDMAN

Let Me Problem Walks
I rarely use the telephone because he may not want to see me. I have a better chance of seeing the man I want to see if I do go.
BEN FELDMAN

Girl Men Phones
You’ve got a problem. Part of what you own isn’t yours. It belongs to Uncle Sam. May I show you how much belongs to Uncle Sam?
BEN FELDMAN

May Problem Uncles
Most people buy not because they believe, but because the sales person believes.
BEN FELDMAN

Believe People Person Sales
I do not sell life insurance. I sell money. I sell dollars for pennies apiece. My dollars cost 3 cents per dollar per year.
BEN FELDMAN

Cost Dollar Years
Fundamentals are right down to earth. And one fundamental is: You have to make calls. Nothing happens until you make a call. It’s that fundamental!
BEN FELDMAN

Earth Fundamental Happens
Unfortunately, my career is increasingly leading me into rooms where everybody is funny.
BEN FELDMAN

Careers Leading Me Rooms
The basic purpose of life insurance is to create cash…nothing more or nothing less. Everything else confuses and complicates.
BEN FELDMAN

Cash Life Purpose
I’m a lot happier in people’s living rooms weekly than I think I would be if I was really, really relying on a movie career to keep me fulfilled and excited.
BEN FELDMAN

Careers People Thinking
Besides, switchboard girls and secretaries have become very good. They’ve learned to take you apart. ‘Who? Why? What for? What company?’ You don’t always get by. I seldom call on the phone. I’d rather go.
BEN FELDMAN

Apart Company Seldom Switchboard
I think I’m the funniest guy in a room full of unfunny people. Unfortunately, my career is increasingly leading me into rooms where everybody is funny. I’m the least funny person in a room full of funny people.
BEN FELDMAN

Careers People Thinking
The biggest asset you have is your earning capacity, and that depends entirely on your attitude.
BEN FELDMAN

Assets Attitude Earning
I meet people and a lot of times, instead of saying, “Are you from the East Coast?” people just go, “you’re from the East Coast, right?”, having no reason to have known that. I don’t know what that is. Maybe it’s just that I’m Jewish.
BEN FELDMAN

East People Reason
Your value depends on what you make of yourself. Make the most of yourself for that is all there is of you.
BEN FELDMAN

Depends People Values
Work hard. Think big. Listen well.
BEN FELDMAN

Big Hard Thinking Work

The key to a sale in an interview, and the key to an interview is a disturbing question.

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The key to a sale in an interview, and the key to an interview is a disturbing question.

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