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Favorite Quotes 2011 pt.6

  • When you do strategic selling often you're more in a position of buying than selling. You're always trying to determine if you buy into the reasons your customer states as to why they'd want to change.
  • Too many product pitches are exercises in self-indulgence that customers ultimately don't care to indulge.
  • Your job is to tease information from your customers, instead of trying to pound it into their heads.
  • Instead of showing how happy your customer will be with your solution, let them explore, thru your questions, how unhappy their experience will be without it.
  • Most traditional sellers live for the day when they can shine by selling their stuff, instead of letting their clients have their day by simply buying.
  • The fact that you love to tell your sales story more than anything else should be a "real tell" and an "aha moment" that you customer has the same compulsion to tell their buying story.
  • Sales people spend so much energy telling clients what could be better before discovering what is not working.
  • Don't be afraid to be subtle, unheralded, understated and not playing all your cards. The client's cards are the most important ones.
  • You simplify the sales process by getting a lot of information and giving very little. Which is really the same as saying you're giving a lot in the sales process.
  • Using product language in the sales call pales to using buying language (problems).
  • Trigger raw, unresolved emotions, instead of capitalizing on staid logical selling points. Exploit fear instead of optimism, because clients hate to lose more than they love to win.
  • Strategic sellers meet reality, instead of trying to control it or manipulate it. Product pushers do the opposite with wretched results.
  • Clients would rather have one good, soul, satisfying emotion (problem discovery) than a dozen facts from a seller in making a critical decision.
  • Value added selling often ends up being value subtraction selling, because the value was never validated by the customer.
  • Blessed is the sales person who having nothing more to say and add, abstains from giving us worthy evidence of the fact.
  • The more valuable and important information you get from clients, the more they'll trust the information you give them later on.
  • In sales a good scare (problem prompting) is often worth more than good advice.
  • Don't pursue "what could be" or "what should be" before you first really understand "what is not happening." The former is about you and the latter is about your client.
  • Success in sales often comes to those too busy to pitch and push because they're so busy trying to understand their customers.
  • The best time to handle an objection is before it starts. Full disclosure, transparency and being forthright dramatically reduces objections.
  • In sales negative motivations drive positive results, not positive motivations.
  • Question hard to make selling easier.
  • Be on a fact-finding mission instead of fact giving mission.
  • As long as you let your product define you, you'll feel very little need in defining the customer's issues and challenges.
  • Customers don't have actionable problems until they can thoroughly convince you of that fact.
  • The more neutral your sales approach, the more sensitive information you will get. The more enthusiastic you are, the less important information you will get.
  • If you can't find problems then you need to breath new life into the everyday problems of your customers.
  • Stop putting icing on the cake of your solution, and start putting fuel on the burning problems of your customer.
  • Play to your prospect's fears, risks and liabilities, before you play to their hopes and their dreams.
  • The more inclined you're to not take the time to understand your customer, the more inclined they are in not taking the time to understand 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