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Favorite Quotes 2011 pt.2

  • Conventional sellers will often neglect asking thought-provoking questions before trust has been established, when in fact thought-provoking questions are what creates trust.
  • Don't put the cart before the horse. Be problem oriented, before being solution oriented.
  • Few sellers have a defined litmus to tell them what they should say "no" to. Hence, they end up pursuing phantom deals where the prospect is not simpatico due to; poor compatibility, no dough, no authority, no urgency and no pressing problems.
  • Your differences earn you the right to be different just like everyone else.
  • You are the differentiator; not your product, not your company, not your solution. Unfortunately, the way most sales people sell sets them off as a poor differentiator.
  • Truth: What you sell is only as good as the sales person selling it. Bigger Truth: What you sell is only as good as how bad your customer's problem is.
  • To stay ahead in sales you have to allow the customer to get ahead. The more you focus on your customer's needs first, the more likely you'll get your own needs met.
  • Conventional sellers only try to help customers make yes decisions. Strategic sellers help customers make yes or no decisions.Discuss headaches before product relief.
  • 99 percent of sellers can adequately and competently describe their solution, and 99 percent can't describe their client's problems.
  • Traditional sales people ask questions to help themselves sell. Strategic sales people ask questions to help customers make better buying decisions.
  • Product information so often acts as a break, instead of an accelerator of the sales process.
  • When selling is not authentic and it is sought as a means, then the means destroys the end.
  • B players in sales are noted for their commitment and work ethic of trying so hard. Unfortunately, trying so hard is what ultimately dooms them.
  • Customers will put more weight into who they trust, as opposed to what solution they want.
  • It is not what you sell that creates value, it is how you sell it that creates value.
  • To enhance having customers who are fully informed, downplay your information and play up your thought-provoking questions.
  • Feature and benefit selling is a failure in intelligence.
  • Product knowledge is best used to obtain customer knowledge.
  • 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.
  • Selling is not a problem to be 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 do not 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 sellers 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 will talk yourself out of sales.
  • You often do not need to have a superior solution to win business when all you simply provide is a superior buying/evaluation customer experience.
  • The correct order of selling: get customers to believe in their problem before you try to get them to believe in your solution.
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