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Favorite Quotes 2008 pt.5

  • A crisis (customer's problem) is a terrible thing to waste.
  • See no evil (problems), hear no evil (problems), get no money.
  • Strategic selling is a means to an end to understand, not influence.
  • When the why (motive to change) is important enough, the what (solution) is secondary.
  • Customers are not thinking machines. They are feeling machines that use emotion to think. Unfortunately, most sellers sell logically to those who buy emotionally.
  • The heavier you sell the less your words will hold.
  • He who will not economize will have to agonize – Confucius. In the information economy, sales people will have to learn to minimize their product, information footprint.
  • More often than not, the more you persist and push, the more customers will resist and push back. The harder you sell the harder it is to sell.
  • When you are through asking questions, you are through.
  • Your biggest problem is you do not know what your customer's biggest problems are.
  • "Why do sales people say too much? Because they do not yet really trust themselves. True conviction is best conveyed not through more words but through fewer," says Bob Burgh.
  • Product sellers talk the way others breathe...without cessation.
  • "A person convinced against their will is of the same opinion still," says Rob Jolles.
  • The power of sales relationships rests with the one who cares the least about the outcome. Care the most about the customer and their issues, and care the least about your self-centered outcome.
  • The time it takes customers to reciprocate with valuable, sensitive and proprietary information is the time it takes to create trust, rapport, and credibility.
  • Often traditional sales people are too weak to lose. They burn up precious time and resources because their ego can only take a long drawn out death march, as opposed to an efficient, clean, sudden death that saves them so much time.
  • Every minute you spend with one prospect amounts to lost time you could have spent with another. The time you waste pursuing bad deals is the time you could have used to sell good deals.
  • If the customer has no hurt, you will be in a world of hurt.
  • 99% of sales people can eloquently articulate how they provide solutions, woefully few can articulate their customer's problems.
  • "Most of the things that can go wrong in a sales call is when a sales person's mouth is open and they are uninterruptible," says Bill Brooks.
  • In the world of sales, technology has dramatically reduced the cost of interpersonal communication, and at the same time has made made it so much harder to accomplish.
  • Most customers will buy trust before they buy products.
  • Finding someone who is sellable in many cases is easier than trying to convert someone into someone who is sellable. Finding someone who is motivated to buy is more productive than trying to motivate someone to buy.
  • There are two types of customers; those who have problems, and those in denial of problems. Stop selling solutions, and start selling problems and their consequences.
  • In today's selling environment there's an over reliance on persuasion and selling skills and a scary deficit of buyer/motivation literacy.
  • You better get to your client's truth, or face the ugly truth later on.
  • Don't try so much as to influence the truth, simply just try to find the customer's truth. The latter is far more pragmatic, sensible and sustainable.
  • Most sellers want so badly to win the pretty beauty contest in selling—superior solution, and totally ignore the most important ugly beauty contest—evaluation of the client's ugly problems.
  • Establish first your client's probable cause before you tout and promote your own cause.
  • If enthusiasm were truly contagious, then prospects would love to be sold. Yet they hate to be sold, but they love to buy. Enthusiasm is a major element of being sold and therefor a huge deterrent to selling.
  • Instead of making sales points make problem points. Ditch your pitch, nix the glitz. Let the customer do a story pitch to you on their problems.
  • Are you really being persuasive, or are you being abrasive?
  • More buying decisions are driven by the weaknesses of your prospect's problems than the strengths of your solution.
  • Customers generally only care if you can just talk their language (business issues), they don't care about your language (product). Don't sell them on you, sell them on how well you know them.
Richard Farrell is President of Tangent Knowledge Systems, a national sales development and training firm based in Chicago. He is the author of the upcoming book Selling has Nothing to do with Selling. He trains and speaks around the world and has authored many articles on his unique non-selling sales posture.

Phone: 773-404-7915
EMail: rfarrell@tangentknowledge.com
Web: http://www.tangentknowledge.com