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Favorite Quotes 2010 pt.3

  • Most of the positive things that can happen during a sales call is when the sales person's mouth is firmly closed, and they come up for air only when they are asking questions.
  • Factoids tell, but stories about problems sell.
  • When was the last time you heard a customer vigorously complain about a sales person who just wouldn't stop listening?
  • Customers look at problems with facts and figures, however emotion is how they change and buy.
  • Most sales people use selling skills to sell. Strategic sales people use selling skills to determine if the customer is sellable.
  • Most traditional sales people sell is as if they believe their customer is silently singing Barry Manilow's song, "I can't live without you" (product, company, solution).
  • Solicit for information, instead of just soliciting.
  • The problem the customer does not see, feel, or vocalize is the problem they do not have.
  • Clarity in defining problems creates more hope than the hope of the solution itself. More value is found in problem identification than through problem resolution.
  • A customer's happiness of their current situation is measured to the degree that they feel the absence of insecurity, loss, problems, and impending liabilities and risks.
  • The failure of product selling: Even if you can claim beyond a shadow of a doubt your superior product, the proof lies in how believable one is, not whether the claim is correct.
  • It is very difficult to provide a solution until you find a problem to solve.
  • When done strategically, selling is more about getting the customer to better understand themselves than to understand your offering.
  • In the informational economy you can no longer afford to continue to work so hard on the wrong opportunities.
  • Feature and benefit selling is one of the great wonders of the sales profession...you wonder how anyone can still sell this way.
  • If sales people do not change their value, they will move from being a necessary evil, to an unnecessary evil in short time due to the Internet.
  • To understand the customer's present and future, you must first explore their past. Without hindsight it is difficult to give foresight. You need to regress to progress.
  • Sales people do not like to close doors on bad deals because they are reluctant to go out into the marketplace and open up new doors.
  • Nature or nurture. Which predetermines success more? In selling nature (customer's problems) is more important than nurture (superior solution) in determining deal viability.
  • Conventional sales people are famous for too many unasked questions, and too much unsolicited information and advice.
  • You have to earn the right to ask the right questions.
  • The way you sell (diagnose) is a free sample of what you sell.
  • When you are talking and pitching be aware that you are usually the only person listening and appreciating it at the same time.
  • The more communication is made convenient, and the more options customers have to connect, the easier it is for them to keep sales people at arms length, and make a personal engagement a cold user interface.
  • Customers are more inclined to lend credence and act upon your advice due to the quality of how you listened and questioned, more so than the quality of your specific advice.
  • Your product is only as unique and different as how unique and different your customer's problems are.
  • Listen louder than your competition.
  • Traditional sales people use the unique qualities of their offering (medicine) to prevent commoditization (disease). Yet the medicine they are using is compounding the disease.
  • Selling for most traditional sales people has the same disastrous results as trying too hard.
  • Insufficient spam control (thought provoking questions) and flimsy firewalls (proper qualification) are causing dead deals to go way beyond their natural expiration date.
  • The biggest threat to a sales person is a customer who is not experiencing any threats in their business.
  • It is as important for you to be choosy as to who you will select to do business with, as it is for your customer to select and choose who their supplier will be.
  • When sales people are selling it is very difficult to have the customer do the real selling that matters the most.
  • Selling when done efficiently is a game of proper selection more so than enticing seduction.
  • The less questions you ask the more customers question your intention and your self-interest.
  • What customers have to teach and educate you with is far more important than what they have to learn from you.
  • Orthodox sales people put all their emphasis on being qualified by the customer, instead of qualifying their customer.
  • It is a lot easier to sell when you are not doing the selling. Let the customer, through your questions, convince themselves.
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