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Favorite Quotes 2012 pt.10

  • The day Google became a driving force in the information economy was officially the day sales roles were irrevocably changed forever.
  • In the world of sales, the easiest way to increase your probability of success is to reduce your risk of failure.
  • Just like there are few atheists in foxholes, there are few good listeners and questioners in product shootouts.
  • If sales people knew that imitation is the purest form of flattery they would stop doing feature/benefit selling. Imitation (F & B Selling) is actually the purest form of commoditization.
  • Traditionalists ask few questions because of their belief that what comes out of their mouth is more telling and influential than what comes out of the customer's mouth.
  • It is not what customers need that carries the day, it is what they do not need, are avoiding, and trying to prevent.
  • Information salespeople look at their product as a tool to find an audience, instead of as a tool to find problems.
  • The most effective selling happens when you are not trying to sell. It is effortless in its simplicity and intention. Ineffective selling is elaborate, exaggerated, filled with excitement, trumped up, and effective like a poseur.
  • Product pitchers are selling as everything is make believe. You just have to make clients believe.
  • Too often mainstream sales people position themselves unconsciously as the smartest guy in the room and it often ends up being a pretty dumb strategy.
  • It nearly crippled the music industry, and it will marginalize your sales meetings—no more free, information downloads (product pitches).
  • You are handsomely paid and rewarded to listen, and poorly compensated to sell and speak.
  • "A way for sales people to play against type is to always be leaving," says Jeff Thull. Too many salespeople look like an uninvited mother-in-law who never wants to leave.
  • Failure is not failure. Failure in the 11th hour is failure. It is not quitting when you quit while you are ahead.
  • Without giving your customers the freedom to commit and choose, they cannot fully commit. Commitment (closing) without the freedom of choice is often an empty gesture.
  • Value based selling is an oxymoron not unlike French rock stars, German cuisine, and smart phones.
  • "Ironically, fear of losing the sale is likely to cause you to behave in untrustworthy ways and thus to increase the odds of losing the sale," says Charles Green.
  • Many sales organizations are getting a rude awakening that they are unsuccessfully using successful sales strategies of the 20th century.
  • The only time when it is appropriate to be overly aggressive is when you are aggressively listening.
  • Selling is an activity that too often makes your mouth work faster than your mind.
  • If you want to have a long and prosperous career in selling learn how to win at losing.
  • Could a greater gesture of trust ever occur than seeing a customer through their eyes?
  • Sales people fail to really listen because of the huge risk of the act of understanding a customer's perspective might be in conflict with what is best for their own selling agenda.
  • Feature and benefit selling is not a way to find the truth but to destroy it.
  • Mainstream sales people love and encourage their customers to intently listen so that they do not have to go through the painful exercise themselves.
  • The #1 default sales strategy in the profession—feature and benefit selling might as well be called featureless and benefitless selling.
  • Your added value is not what you sell, but what you say, listen to, ask about, and discover of value before the sale is made.
  • Gertrude Stein said, "Bad art is very human in all the wrong ways." And bad selling is the worst of all. It tries too hard, it is egotistical, and contrived.
  • Sales calls should be used as a golden opportunity to not showcase one's wares, but to showcase one's empathy, trust, understanding, problem-solving capabilities, and business acumen.
  • Traditional sales people's zeal to sell and inform, instead of being informed, dulls and stifles their inquisitiveness.
  • The power of your influence has less to do with the content of your selling points, and more to do with the intention of your listening and questioning.
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