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Favorite Quotes 2012 pt.14

  • The more you push product, the more inclined prospects are to push you away.
  • Do not be a premature fixer or problem solver. Rather have the posture, I am still listening, you have my full attention, I need more data.
  • Feature and benefit selling is the ultimate spoiler. Do not be fooled by it. Do not be seduced by it just because it has 96% acceptance rate in the profession. When everyone is doing the same thing to differentiate themselves, something must be wrong.
  • Get customers to first believe in their problems before you attempt to get them to believe in your product.
  • Your sales strategy should be a mirror for the customer to examine their issues, instead of a mirror for you to gloat about your product. No more mirror mirror on the wall who has the fairest product of them all?
  • Your solution is the problem. The customer's problem is your solution.
  • The more you are in love with your product, the less you will be in love with learning about your customer's problem.
  • Everyone knows they get their best ideas from their customers. Why do we still insist on them listening to our best ideas.
  • Because 70% of the impression we make on a customer is nonverbal, the least reliable thing in the world is what comes out of our mouth.
  • Conventional product/service selling is like taffy pulling; with every new piece of information the customer gets they pull further away.
  • Keep your sales message short and sweet. We have a large part of society that has an attention span that only accommodates 140 characters.
  • Feature and benefit sellers have the impulse control of a preschooler. The more product benefits they provide the more disadvantageous it becomes for their cause.
  • Prospects will always do what they have always done until the problem of change is less than the problem of the status quo. Stop pitching and get to the heart of selling...change.
  • Traditional sellers have a stronger resolution and sense of urgency to convince, than customers have a resolution to listen, act, change, and buy.
  • How you understand your customer's issues is a better preview of your product than your product solution or demonstration.
  • The Trinity of me, myself, and I is the unspoken rallying call for most information pushers.
  • Product pushers pour every fiber of their soul into selling leaving very little room for their customers to bear their soul about their most pressing challenges.
  • Stop beating your customers over the head with your information, rather get into their head (motivations to change, problems to act on).
  • If you don't know their problems, you really do not know your solution.
  • Customers buy for their reason not ours. The problem is sales people love to sell for their reasons.
  • To build a solution you need to first breakdown a problem.
  • Logically customers want the equivalent of a beach six pack. Emotionally they want the equivalent of a six pack on the beach. Remember, emotion trumps logic in buying decisions.
  • The customer's problems are often hidden in plain sight, but sales people can not see them because they have their sights on the wrong prize—their solution.
  • Conventional sales people pound round pegs (solutions) into square holes (undefined problems).
  • The more you demonstrate empathically to the customer you really need the business, the more they are likely not to choose you.
  • Feature and benefit sellers leave customers overstimulated and under satisfied.
  • Most sales people are diligently pushing and peddling product distinctions without differences.
  • Conventional sales person: Someone who brings confusion to simplicity.
  • Traditional sales people wantonly proliferate information, and customers return the favor with a proliferation of useless non-information...garbage out, garbage in.
  • Product sales people try to exploit the customer's strengths, whereas strategic sales people try to exploit the customer's weaknesses (problems).
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