Lee Kuan Yew was the Super Salesman of Singapore. He Modelled Maxwell’s Principles of Success.
By Michael J Griffin
7 minute read
Most of my career in Asia has been in the world of B2B sales. Two of my heroes of B2B selling are Dr. John Maxwell and Prime Minister Lee Yuan Yew (LKY). Interesting that both of these mentors never labelled themselves as a “salesperson” but day in and day out the modelled the “10 Principles of Success” that Dr. Maxwell outlines in his latest podcast of February 4th. The overarching learnings from each of these men in the B2B sales arena are:
Dr. John Maxwell
“Leadership is Influence, nothing more nothing less.”
Selling is leading & influencing customers to make wise decisions so they,
you and your organization can succeed.
Prime Minister Lee Kuan Yew
LKY was a salesperson who was able to “sell” his Singapore vision and benefits to both global corporations and to his people, and, deliver on his promises to both of these “customers.” His vision, attitude, belief, courage, and integrity and “a life of no regrets” built the Singapore of today.
When Lee Kuan Yew died, I honoured him by doing an ELAvate You Tube video on “Lee Kuan Yew: Brilliant Leader & Salesman.” The link for this video is found at the end of this blog. Let’s delve into his life, leadership and “sales” influence.
Dr. Maxwell’s “10 Principles that You Live by Create the World that You Live In” are demonstrated with select Lee Kuan Yew quotes on how he lived each principle to create the great country of Singapore I live in. May his quotations inspire you to reflect and gain insight to become an even better sales leader who has “a life of no regrets.”
1. Your Attitude Determines Your Altitude.
Your attitude is a choice. LKY says "I'm very determined. If I decide what something is worth doing, then I will put my heart and soul to it." Sales people who are resilient put their hearts and souls into enabling their customers’ success so they also win. Great salespeople are “visionaries” for they have a very positive vision on life and success for those in their sphere of influence. LKY’s attitude drove his vision for a great Singapore now the first or second GDP per capita country in the world.
2. There is not much Difference between Success and Failure.
You shouldn’t separate success and failure — they go hand in hand. Failure causes you to appreciate the work it takes to be successful. Don't despise your failure and don’t idolize your success. LKY says "Do not be afraid to say, 'I was wrong; this is not the way; we need to change course.' If you are prideful and close-minded, you will fail to achieve your potential because you refuse to abandon an idea that is no good." Be open to learn and fail forward from your mistakes. Learn from the accounts you have lost. Be able to walk away from accounts with no potential.
3. Personal Growth Precedes Professional Growth.
Your personal growth is going to determine your future more than anything else.
Instead of going to the next level, grow to the next level. LKY "I believe that life is a process of continuous change and a constant struggle to make that change one for the better.” And, "I’ve always felt that the best way to keep fit is to have a lot of things to do, and to do them with a certain zest. The moment you say, 'I’ve reached the top, I can relax,' that’s the beginning of the end." And, "You must have the curiosity to want to know why things are as they are, and whether they can be better." Successful salespeople are life long learners. They are curious to find out the “what, why, and how of solving customer problems.
4. Helping Others Succeed Helps You Succeed.
“If you help others get what they want, they’ll help you get what you want,” says Zig Ziglar. LKY says, "You've got to do one of two things when you've got to keep people happy: either, give them something that will satisfy them, better food, better clothes, better homes; or if you can't do that, then give them the vision of greatness to come." Simple – uncover and satisfy customer organizational problems and their personal motivations to help your customers to succeed. It’s not about “sales enablement” but “customer enablement!”
5. Live a Life of Integrity.
People don’t want a perfect leader, but they do want an authentic leader. Live a life that is open, honest, authentic, and real. "The culture of honesty and integrity that Mr Lee and his fellow founding fathers created is truly a major gift to Singapore," says History Rise. "LKY had a strong moral and ethical compass with zero tolerance for deviations(corruption). Yet, he was also human. He made mistakes and took missteps, but he owned up to his faults or bad decisions and made adjustments accordingly," says the Council of Foreign Relations. I believe selling with integrity demonstrated through clear communication is a trust builder and a competitive advantage.
6. Your Ability to Get Along with People is Your Most Important Ability.
The most important ability you could ever cultivate in your life is the ability to get along with people. LKY says "You lose nothing by being polite. The answer is 'No', but please say it politely and give the reasons." LKY was seen as a “tough guy.” But his ability to attract, retain and grow world class leaders to build a country of excellence is testimony to his ability to get along and inspire people very different from his strong personality. John Maxwell’s principle, "People won't go along with you if they can't get along with you," highlights that relational connection is essential for sales influence. Before customers "go along" with a salesperson/leader, they must first feel connected and trust them through "getting along.”
7. Pay now, Play later.
LKY says "After trying out a number of ways to reduce inequalities and failing, I was gradually forced to conclude that the decisive factors were the people, their natural abilities, education and training. The task of the leaders must be to provide or create for them a strong framework within which they can learn, work hard, be productive, and be rewarded accordingly.” Sounds like LKY as the “coach.” Salespeople must do the same: find their strength zone in sales, learn and work hard within the structure and processes of your company to exceed your sales targets!
8. Giving is the Highest Level of Living.
LKY says, "At the end of the day, what have I got? A successful Singapore. What have I given up? My life." Wow! The best salespeople emulate LKY and give it their best by being a wise, helpful win – win servant leader just as Dr. Maxwell is!
9. Life is not a Dress Rehearsal.
Live it fully, enjoy it daily. "You begin your journey not knowing where it will take you. You have plans, you have dreams, but every now and again you have to take uncharted roads, face impassable mountains, cross treacherous rivers." All sales people face challenges along their journey as a B2B salesperson. Learn to accept challenges and obstacles now and be prepared to live life fully by taking uncharted roads….AI?
10. Success is Having the Love and Respect of Those Who are Closest to You.
When those closest to you love and respect you the most, you're the real deal.
If those closest to you don't love and respect you the most, you’ve got a problem. LKY says, "I have no regrets. I have spent my life, so much of it, building up this country. There is nothing more that I need to do." On his wife, "She was my tower of strength. Without her, I would be a different man, with a different life. She had a great influence on my life and the person I have become." LKY loved his wife and loved the people of Singapore. May you develop many healthy relationships as a salesperson with your clients, but in the process, not short change your spouse and children along your journey.
May you as a B2B salesperson, live a “Lee Kuan Yew” inspired or a “John Maxwell” motivated life in 2026! Here is the YouTube link to my Lee Kuan Yew tribute video of 2015: https://www.youtube.com/watch?v=Bh8z1VHIPlY
Michael J Griffin
CEO and Founder of ELAvate
Co – Founder of Skills Practice AI Platform
Maxwell Leadership Founding Member
Life Long B2B Sales Consultant
michael.griffin@elavateglobal.com
+65-91194008 (WhatsApp)