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Favorite Quotes 2010 pt.1

  • Question, listen, empathize, engage, find problems, or go home!
  • Customers want answers, but first they want great questions. Conventional sales people also want answers, but unfortunately they want to sell first.
  • Selling is a hard skill that often doesn't work. Trust is a soft skill that often gets hard results.
  • A good scare (problem identification or amplification) is often worth more than good advice.
  • Most sellers are trying to win the product beauty case, instead of winning the heart and minds of clients thru their ugly, problem, beauty case.
  • Sellers today are susceptible to being reduced to an electronic, cold, internet transaction where clients won't meet them, won't talk to them and won't have any human contact with them. This faceless and voiceless transaction is becoming more prevalent.
  • The three most important people in a traditional seller's sales call: me, myself and I. No more selfies. Just say no to narcissistic selling.
  • Stop getting ahead of yourself with your solution and first get behind your client's problem.
  • Selfish selling reigns today. When was the last time you had a seller who totally had your best interests at heart?
  • A lot of ugly things can happen when you want to sell more than the customer wants to buy.
  • Clients really don't care about your solution when they're evaluating you. What they really care about is what it will be like to do business with you, versus potentially doing business with someone else, or not doing anything at all.
  • What the customer has to say about their business problem is infinitely more important than what the seller has to say about their solution. Less than 5% of sellers believe this.
  • A fool sells you with his reasons. A sage sells you with your reasons.
  • You can only sell value to those who value it.
  • More traditional sellers are more concerned about providing a superior selling experience for themselves, than providing a superior buying experience for their customer.
  • Clients are more concerned about preventing operational doomsday (pressing problems), and most sellers are trying to position for payday (superior solution resolution).
  • The longevity of your problem discovery will accelerate the brevity of your sales cycle.
  • To speak effectively you have to listen effectively. There's no wisdom in selling without listening. Knowledge is transmitted thru listening, not talking.
  • Traditional sellers tell more stories than Jesus.
  • Often sellers will not ask questions because they believe the have better answers to offer than their clients do.
  • Question harder to make selling easier.
  • No seller really becomes a fool until they stop asking questions.
  • Most customers aren't buying what you're selling because you're not selling them what they're buying, because you care more about what you're selling than what they're buying.
  • Stop beating customers over the head with your product information and get into their head with your thought provoking questions.
  • Finding the right sales opportunity is easier and more productive than trying to create the right sales opportunity. This is why sales is so much about selecting, sifting and sorting, and less about selling, promoting and pushing.
  • Clients are more concerned about going backwards than going forwards. Unfortunately, sellers are always pushing them forwards with their solution, instead of dealing with their problems.
  • You are no longer in kindergarten—no more show and tell.
  • The skinny on information obesity. The more you give out (information) the less likely you'll get it back, and without it you're vulnerable to commodity status.
  • There's a huge Facebook and face time face-off today. Sales people want to personalize and meet, customers want to depersonalize and communicate electronically.
  • Selling is not about having the right solution, rather it is about being at the right place, at the right time, with the right person, and with the right problem.
  • The Hidden secret to making the sale is not having to make the sale.
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