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Favorite Quotes 2013 pt.1

  • Strategic sales people ask questions to help themselves sell. Tradtional sales people ask questions to help customers make better buying decisions.
  • In sales you're only as good as your last question.
  • Product pitching is a self-destructive strategy because the best pitch is the customer pitching their story of woe and goal despair.
  • Failure (your customer's problem) is the true path to your success in sales.
  • The customer's worst problems are where all good things flow for sellers; trust, empathy, valuable insight, resolution and action.
  • Storytelling is everything in sales. Stop telling your story. It's boring. Simply tell the story of your customer's hypothetical problems.
  • When selling is not authentic and it is sought as a means, then the means destroys the end.
  • To enhance having customers who are fully informed, downplay your information and play up your thought-provoking questions.
  • Most conventional sales people sell as if their prospects have to be vanquished, defeated and won over. Imagine how well received this approach is.
  • Problems are the engine that drive the sale and the negatives consequences are the accelerator.
  • Your job is to investigate headaches before prescribing relief.
  • Strategic selling is a tranceferance of feelings and emotions. Product pitching is a transference of me, myself and I.
  • The power of relationships, negotiations and selling rests with the one who least cares about the outcome.
  • Questions speak louder than words.
  • "One cannot paint New York as it is but how it felt," said Georgia O'Keefe. Same thing in selling. Don't name a problem. Describe how it felt emotionally for your customer.
  • Selling is not a problem to be tor solved, but a mystery to be explored and honored.
  • In sales the end depends on the beginning. No past problems, no future solution.
  • Those who don't economize (hold back on pitching) will ultimately agonize.
  • Voltaire would have been a hell of a peddler when he said, "You are judged not by your answers, but by your questions.
  • Strategic sellers base their sales strategy on the customer's buying points, where traditional seller's base their sales strategy on their selling points.
  • If necessity is the mother of invention in the business world, then problems are the mother of all solutions in sales.
  • The less you are able to listen customers into buying, the more inclined you'll talk yourself out of sales.
  • You often don't need to have a superior solution to win business when all you simply provide a superior buying/evaluation buying experience.
  • Correct order of selling: get customer to believe in their problem before you try to get them to believe in your solution.
  • Stop the mindless selling and start the mindful questioning.
  • True conviction in one's sales message is often accomplished thru less words, as opposed to more words.
  • Strategic selling is a journey (questioning), not a destination (closing a deal).
  • Traditional sellers try to feed off the positive energy of happy clients. Strategic sellers try to feed off the negative energy of unhappy clients. Good luck trying to sell a happy customer who isn't unhappy with anything.
  • A happy prospect will not make for a happy sales person. An unhappy prospect who is more than happy to talk about their problems will.
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