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Favorite Quotes 2011 pt.1

  • Your point of influence isn't to influence, but to advise and counsel in an unbiased manner.
  • The intent and quality of your listening will determine the quality and quantity of your questions. Otherwise, it is garbage in, garbage out.
  • You have to be upbeat, optimistic and positive to be able to have the confidence to ask downbeat questions about your client's problems, challenges, risks and liabilities.
  • Customers are more concerned about what is depreciating (problems and threats), as opposed to what is appreciating (opportunities).
  • Strategic selling is a means to an end to understand, not be understood and to sell.
  • Most conventional sales people love to sell (pushing solutions) in a way that customers hate the most, and hate to sell (pulling information thru questions) in a way that customers love the most.
  • The real problem isn't competition (which you can't control), but more importantly the way you compete in the economy (which you can control).
  • In sales, seeing is believing. If customers believe you and understand their problems they will see your solution so much easier.
  • Customers will easily forget about your product, your company and your solution, but they will rarely forget about how you made them feel.
  • In today's information economy if you believe being chummy with clients will carry the day as it did in the past you will be made a chump.
  • Misery loves company. Customers love to talk about their problems as long as they trust you.
  • Solicit for information instead of soliciting for the sale.
  • Too many mainstream sellers are so fixated on using sales language that they don't take the time to understand the customer's buying language.
  • The three most important people in a traditional sales call; me, myself and I. No more selfies. Say no to narcissistic selling!
  • Most customers aren't buying what you're selling, because you're not selling them what they're buying, because you care more for what you're selling, than what they're buying.
  • Ugly things happen on sales calls when you want to sell more than your customer wants to buy.
  • Too many sales are cold, voiceless and faceless because customers are "e-commercing you," they don't want to meet with an irrelevant talking website and talking brochure.
  • The Hippocratic Oath of Selling: Never operate (sell) on a patient (prospect) on the day of their death (when they have no interest and aren't qualified).
  • Authentic selling does not originate from the sales person, but rather from the customer. Strategic sales people are simply a facilitator and conduit.
  • How you sell is part of what you sell. A great product sold by a poor sales person, generally results in poor results.
  • You have the questions not the answers should be your rallying call on sales calls.
  • You cannot strategically sell someone consistently with cold facts and figures. Generally, the only person impressed and sold in this manner is the dispenser (sales person).
  • "I know nothing but the certainty of my ignorance," said Socrates. This is the hallmark of the non-selling posture and the best way to make questions the driving force yourself of your sales strategy.
  • You must earn the right to sell. Most premature, product pushing and pitching is unproductive, because trust is not present.
  • Ironically, your secret weapon is not your sexy solution, it is your customer's messy problems.
  • On a practical basis, selling is more of a discovery of who can buy and who is qualified, than of a manifestation of one's ability to try to sell.
  • What if mastery of sales communication hinged on your ability to keep your mouth shut?
  • You cannot sell value to someone who does not value it. Trying to do so will be an invaluable lesson in frustration.
  • Traditional sales people have the equivalent of a perfect 800 score on their verbal SAT College Admission Test, and a paltry 200 score on listening and questioning skills. Too bad sales today is less yakking and verbal, and more nonverbal (listening, empathy questioning).
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