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Favorite Quotes 2010 pt.2

  • Many have talked their way out of a sale, few have questioned themselves out of a sale, and gnarly a person has ever listened themselves out of a sale.
  • Let your questions speak for themselves. They will say everything without you having to prove much.
  • Bring up objections and hurtles before your customer does, and quite possibly they won't need to.
  • Your differences are not brought to the table, they are earned. And they are earned by not what you have to say, but what you have to ask, hear, and understand.
  • Feature and benefit selling is a gallery of pictures with no originals and many bad copies, and a license for self-indulgence.
  • When you do not push your product aside, you are at risk of pushing your customer aside.
  • The more you ask insightful questions, the more you will find out how little you really know. This is enough to discourage most conventional sales people.
  • Every day I see the most personable sales people performing their sales duties in the most impersonable manner because the whole show is all about them.
  • The ideal is to find an unhappy customer who is happy to talk about their problems.
  • The pinnacle of relationship selling is when customers personally buy you, and compensate you by means of your offering.
  • Traditional sales people often are good at establishing "vendorships" and "RFP-ships," but not relationships.
  • Often customers commoditize us, because they feel as if they are treated as commodities by us.
  • High value customers are looking for all the right questions, and low value customers only want all the right and easy answers.
  • The beauty of a good question is it evokes more questions. The ugliness of more information is it evokes less information exchange.
  • Ironically, more sales are made when you are not trying to make them.
  • If you think asking thought-provoking questions are difficult try ignorance.
  • If you truly believe you are in the commodity business, then get rid of your costly sales people.
  • It is easier to find someone open to change than to try to change someone, or to make a believer out of a non-believer.
  • You are a peddler and a pest until your customer is talking intimately about their problems.
  • If customers truly bought rationally, logically, and intellectually, you would be out of a job.
  • The same egotistical pride that prevents a client to admit to a mistake, is the same pride that prevents sales people to stop selling to someone who has zero interest.
  • Trusting relationships are like pornography. It is one of those things that is hard to describe, but you really know it when you do not see it and experience it.
  • Mainstream sales people lose the efficiency battle, because they believe that a bad opportunity in hand is worth more than two uncertain good opportunities in the bush.
  • Talk is cheap. Lack of questioning is terribly expensive.
  • Ironically, more sales are made when you are not trying to make them.
  • You only have the right product/service if the customer has the right problem.
  • Repackage your sales strategy from a solution in search of a customer, to a solution in search of a problem.
  • Product pushers make the mistake of pushing too hard on open doors, and too hard on closed doors. They obsess on controlling things that are not controllable.
  • Selling is a journey (questions), not a destination (solutions).
  • When you irresponsibly waste your time on non-performing deals you are like a criminal robbing yourself at gun point.
  • Solutions cannot exist without problems first.
  • As soon as you charge up your IPad to show your presentation the customer is inclined to bow their head down and charge up their Blackberry.
  • What customers really value is less answers and more questions.
  • To find the right answer for customers, often you first have to ask the right questions.
  • Do you want customers to listen, or to talk? Do you want customers to better understand you, or to better understand themselves and their issues?
  • The non-selling posture is a sales strategy that holds that customers are happy and content until proven otherwise.
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