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Favorite Quotes 2011 pt.3

  • Stop the mindless selling and start the mindful questioning.
  • True conviction in one's sales message is often accomplished thru less words, as opposed to more words.
  • Strategic selling is a journey (questioning), not a destination (closing a deal).
  • Traditional sellers try to feed off the positive energy of happy clients. Strategic sellers try to feed off the negative energy of unhappy clients. Good luck trying to sell a happy customer who is not unhappy with anything.
  • A happy prospect (no problems) will not make for a happy sales person. An unhappy prospect who is more than happy to talk about their problems will.
  • Conventional sales people mostly help customers make buying decisions on their solution. Strategic sellers help customers make informed decisions on all their options.
  • Will clients base their decisions to buy, more to decrease doomsday or to increase payday? How you answer this will determine your fate in sales.
  • Your biggest direct competition in many sales is your customer's position of damned if they do and damned if they do not. Catch 22 often is a big unrecognized deal killer.
  • The less you think and care about yourself and your product, the more you will care what your customer thinks and cares about.
  • Fear of losing a sale and excitement of winning a sale are both deterrents to making a sale and building trust. Trust is present when you do not need anything and do not lack anything.
  • Many problems in selling would simply vanish if sales people realized that what clients have to say is more important than what they have to say.
  • Most conventional sales people have all the right answers, but few have the right questions.
  • It is amazing how sellers can be remarkably lucid, poised, garrulous and articulate in conversation, but are tongue tied when it comes to asking questions.
  • Warning: Feature and benefit selling sucks all the oxygen out of a sales call and puts your deals on life support.
  • If you want to outsell the competition, you have to learn to "out learn" them on a sales call.
  • If the customer does not believe you have taken the time to truly "get them," you probably will not be getting the sale. Most sellers are more concerned that the customer "gets them."
  • Product pushers always begin at the end (their solution) and do a product dump. Strategic sellers always begin at the beginning so their clients can dump their worries and problems on them.
  • In a sales call, do you want your customer to be talking or listening? How you answer that question will determine your fate as to whether you are a strategic seller, or a tactical product pusher.
  • Perception is 9/10's of the law in sales. Customers are qualified or disqualified not because of reality, but because of perception.
  • Slight exaggeration: Superior products have limited value because the market has so many. No exaggeration: The market rewards execution; not what you sell (superior solution), but how you sell it.
  • The personal act of selling with information (logic and reason) is like email, it is a great tool to transmit data, and a lousy one for true, personal communication and influence.
  • At best, traditional sellers are somewhat accurate. At worst, few of them speak to the truth.
  • The more you act, look and sound like someone who is selling, the less chance you will have of selling.
  • Conventional sales people so often are too busy answering questions or anticipating them to be bothered to be asking them. Asking is more impactful than telling and selling.
  • Needy sellers lose trust and credibility because they project "they need something." Sell as if you have nothing to lose or need.
  • To create credibility and trust, it is more important for you to believe in the customer's problem before you try to get them to believe in your solution.
  • Feature and benefit selling is a slugfest, that turns into a snooze fest, that turns into a cluster fest.
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