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Favorite Quotes 2012 pt.7

  • You can't be successful in sales. You can only be successful.
  • Our customers and our prospects never fail us in any form or manner, it's only our expectations and our thoughts that fail us.
  • If you really want to know yourself and have high sales awareness, know that whatever you think your sales career is externally withholding from you, you're simply withholding internally from yourself.
  • Things are the way they are because I am the way I am. No matter what you see, experience or hear in your sales interactions, your feelings, reactions and your state of mind is determined by what your mind decides is real.
  • In selling, to know your customer is admirable and critical, to know yourself is priceless.
  • The highest reward for selling isn't your results, but what you become personally because of it. Seek being more than just getting more.
  • "What makes you unique yesterday, makes you a commodity today and extinct tomorrow," says Lee Saltz.
  • With all the noise pollution and posturing in sales, it's best to differentiate yourself and your offering by what you don't say, as opposed to what you do say. Say less to say more.
  • It's far more important to find out what you don't know at a sales call, than it is to waste valuable time and information telling customers what you do know.
  • Number one fear for customers; fear of being sold to. Number one favorite past time and passion for sellers; selling, persuading, convincing and the black art of salesmanship. Do you see a conflict here?
  • Have the posture you're always "willing to walk." It will do wonders for your confidence and efficiency.
  • Lack of parity and balance will kill you. Never be more eager to convince as your prospect is to commit and take action.
  • Your sales people have to understand the difference between getting a "yes" and getting "yes to death."
  • Law of prospecting attraction; once you find the qualities in yourself that you're seeking in a customer is when you're ready to find them and attract them.
  • Customers will see minimum risk to change in direct proportion to the minimum risk they're experiencing with the status quo.
  • The quantity of your questions should be in direct proportion to the quality of your buyer's answers. Poor answers equal poor prospect.
  • Forget your references; the best references and testimonials are from members of the buying team that clearly spells out their problems and frustrations.
  • Wrong question: How do I get the customer to listen to me? Right question: How do I get the customer to get value in answering my questions?
  • They're really aren't any parity products and services. There's really mostly parity sellers.
  • The more you care about the sale the less you'll sell.
  • Be a master qualifier and then learn to be a black belt "disqualifier."
  • Too often sales people are so focused on maximizing a peak selling experience for themselves, instead of a peak buying experience and exploration for their customer.
  • Conventional sales people are outspoken about what is important to them and soft-spoken as to what is important to their customers.
  • Most traditional sellers would be insulted and would cringe if they knew that they sold the opposite way they would like to buy being sold to.
  • Happy-go-lucky sellers prematurely have the customer define their desired outcome without determining the root, origin and cause of their issues.
  • Don't begin to be satisfied in satisfying your customers needs until you fully understand what they are dissatisfied with.
  • The value you bring to a customer is in direct proportion to the deficiency or dearth of value that your customer is experiencing; no lackā€”no need.
  • Instead of selling harder, how about getting the customer to buy harder. Let the customer spoon-feed you all their compelling ideas that would have them justifying changing or buying.
  • Strategic selling is unlearning how to sell, and relearning how and why customers choose to buy, or not to buy.
  • The problem with conventional selling strategies are the benchmarks are defined by actions and activities of the sales person, not the actions and activities of the customer.
  • Too often the more you desire to make the sale, the more inclined the customer will desire to prove you wrong.
  • "The fastest way to lose trust is to look the buyer straight in the eye without flinching and tell them you're the answer to their problems," says Michael Bosworth.
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