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Favorite Quotes 2012 pt.1

  • Feature and benefit selling ruins just about everything it's meant to promote.
  • Trust based selling isn't the means to an end, it's the end. Use it, otherwise it will be the end of you and your solution.
  • Telling traditional sellers that feature and benefit selling has seen its last days is like shooting Bambi on prime time TV.
  • Qualifying and questioning sells without trying, and product selling tries so hard without selling. Maybe it makes sense not to try so hard?
  • Too many traditional sellers are out of touch with reality in the Internet era because they're building too many very close personal relationships with their inbox and their social media accounts.
  • Feature and benefit selling is the ultimate addiction. It makes you feel better when you deliver it and worse when you get the piss poor results.
  • Most sellers would rather master the art of selling instead of mastering the art of their customer's mind. Once you master the art of your customer's mind the art of selling isn't as important.
  • Unlike your big mouth, your small ears will rarely get you into trouble. Very few sales people have listened themselves out of a sale.
  • It's difficult to ask the right questions if you care only about the right answers.
  • Traditional sales people are victims of their own success. They have perfected a game no longer being play—information proliferation.
  • "Be a prospector looking for gold, not an alchemist desperately trying to turn everything into gold," says Jacques Werth.
  • Uniqueness and value are never found on the outside of one's offering. It's found in the attitude and the perception of the observer (client).
  • The more you try to sell, impress and convince someone, the more difficult it is to see them, hear them and understand them.
  • Nothing is worse than getting "nos" from people who can never say yes.
  • The vast majority of sellers have a genuine, sincere and authentic interest to help customers, but their behavior, action and what they have to say betrays their noble intent.
  • In reality-based selling there are no "shoulds or should nots," there's only reality. The client's reality (their problem) is more telling than our reality (our solution).
  • When we know all the frustration and rejection we experience daily in selling is happening primarily in our minds we no longer need to look outside for answers.
  • To the logical mind of the sales person it makes no logical sense that people buy emotionally. But lo and behold they do.
  • How badly and how quickly someone wants to buy is in large part to how bad their problems are.
  • Sales people who believe they're owed nothing and have the attitude "it's business not personal," tend to keep their wits about themselves very well.
  • Definition of sales insanity; selling the same way in the industrial age as the information economy and expecting the same results.
  • A failure in courage: Are you selfishly seeking the success of your solution implementation for your benefit, or are you exploring the customer's failures with their problem for their benefit?
  • Once you have the relationship of trust, which is emotional, then the logic of your solution in many cases is a foregone conclusion.
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