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Favorite Quotes 2011 pt.8

  • Conventional sellers sell as a means to an end. Strategic sellers sell to let the customer better understand themselves, their circumstances and what is best for them.
  • Too many sellers are losing the war of attrition: customers hide and they seek (chasing) too much. The problem is customers are better at hiding than sellers are at seeking.
  • Too many orthodox sellers are perfectly equipped to sell in a world that no longer is. Their worst enemy is their knowledge and experience.
  • It isn't easy to sell a solution to a prospect who doesn't have a problem since by definition a solution is an answer to a problem.
  • Sellers need to ask themselves when they're at the selling event, did they come to learn, or have others learn from them?
  • Too many sales people sell their hearts out and simultaneously are screaming at their prospects not to buy from them.
  • "No one ever listened themselves out of a sale," says Michael Bosworth.
  • The more you're concerned with the customer "to get you," instead of you "getting them," the less chance you'll be "getting much at all."
  • Stop focusing your time on your selling strengths and start focusing it on your customer's weaknesses.
  • Fact: Many bad sales people are very good at interviewing.
  • Don't bother asking tough question if you aren't prepared to hear the answers.
  • Your solution is simply a means to an end for your customer to fix a problem and you're treating it like an end all be all, or as an end in itself.
  • In many cases your product information is memorable only in how little your prospects care about it.
  • We have to destroy the traditional idea of selling to save it. Get over yourself and your solution. Your customers have.
  • Too many sales calls are a superficial audition for self-validation. It's very hard to sell someone when all you're doing is worrying about yourself.
  • Conventional sales people are information heavy weights and question light weights, and it's wearing heavily on their customers.
  • Learn to lose well to come back another day to win well.
  • When you push and pitch your unique solution and product you're at risk of being unique just like everyone else. When everyone is unique no one is unique.
  • It's very difficult to sell hope to someone who isn't feeling some form of hopelessness.
  • Content is king! Just not yours!
  • You're putting your prospects to sleep with your logic instead of emotionally waking them up them with their problems.
  • If your prospects aren't complaining or worrying about things (problems), you've got big worries.
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