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Favorite Quotes 2012 pt.17

  • Customers persuade themselves more by the depth of their emotions than by the height of your sales logic.
  • "Sales is a science and when practiced correctly becomes an art," says Jeb Brooks.
  • Product addicts are unconsciously screaming at customers, let me think for you and let me decide for you what is best for you. Trust me!
  • Traditional sales people are stuck in the middle of the information revolution with their hands tied, because customers have all the friends they need on Facebook, and they have fast and easy access to information on the Internet.
  • In sales typing, tapping and yakking can be disastrous to the health of your quota.
  • Conventional sellers are the Will Rogers of the sales profession. They never saw a prospect they didn't like to pursue and chase.
  • Product sellers are so busy trying to transfer value, instead of understanding the value of customer's problems. Value is created by deed not words.
  • Many sales happen when you aren't trying to make them. Too many sales don't happen because you are.
  • Product pushers put many prospects into an auto response pattern of fight and flight.
  • "The cure for pain is pain," said the Iranian poet Rumi. The cure for problems is going back to the customer's problems for them to reexperience them. The cure is not the anecdote.
  • It is negative motivations that drive positive change for your customers. Yet most sales organization position for positive motivations and miss the mark.
  • The customer's intuition, instinct and gut dramatically pulls in the opposite direction of their intellect and logic. Traditional sales people unfortunately sell 100% to their intellect.
  • Product pushers leap into hard selling, leading them into a hard fall. They force prospects into overconsumption that leads them to be fat, dumb and not happy.
  • Feature and benefit sellers are using the wrong means for the right end, and thereby the right ceases to be. The means is destroying the end.
  • Conventional selling often has the same disastrous results as trying too hard. Remember dating!
  • Life on product steroids is going to put you and your career on sales life-support.
  • The best work of the sales person is behind them (customer's problem) not in front of them (their solution).
  • "You will sell significantly more if you think like a buyer and stop acting like a seller," says Jerry Acuff.
  • The despair of loss and uncertainty will drive more sales than the trite joys of new, improved and better.
  • Winning isn't just about being awarded the deal, it's also about winning efficiently.
  • Traditional sales people usually don't understand the difference between getting a "yes" and getting "yes to death."
  • First learn to be a master qualifier, then learn to be a black belt disqualifier.
  • Product sellers lead with positive information about their solution, and strategic sellers lead with negative descriptions of hypothetical problems of prospects.
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