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Favorite Quotes 2012 pt.11

  • Most sales people spend too much time qualifying customers for how much they can sell them, instead of qualifying them as to whether the customer has a true motivation to change.
  • Conventional sales people try to influence and change the truth, instead of getting to the truth.
  • Feature and benefit selling works as long as you have subpar competition, captive audience, and you have mastered the ability to sell in a superior fashion with an inferior process. Good luck with that!
  • Sales people often hold on too tight with customers, and at the same time are pushing them away.
  • A silent prospect is the kiss of death. A silent sales person is golden...they are not telling and selling.
  • If mainstream sales people were aware that the majority of customers first choose who to buy from before what to buy they would not bother pitching their product so hard.
  • Do you want to persuade and convince, or do you want to know when, if, and why your customer will buy or not?
  • Orthodox sales person; a charismatic, personable, enthusiastic, big-hearted, well intended individual who becomes a dullard after they talk about their favorite subject.
  • Traditional sales people should check themselves into product selling rehab, 12 step programs for binge sellers at the Betty Ford Clinic.
  • Customers are often not loyal to sales people because they perceive them often to be only loyal to their own goals and self-interest.
  • Good question do not try to feed the customer, rather they try to get the customer to feed themselves.
  • Sales people face the same quandary that the 8th husband of Elizabeth Taylor did on their wedding night. He knew what to do and how to do it, but was at a loss as to how to make it unique, special and different.
  • Traditional sales people overcompensate by being too trusting, because they lack being trustworthy.
  • When sales people no longer betray themselves by pursuing prospects they should not, they will no longer attract customers who do not respect their boundaries, time, expertise, and resources.
  • Most sales people sell as if the customer should care more about them, their product, and solution, than they should care about the customer and their circumstances.
  • In sales you will do your best when you care the least about yourself and your solution.
  • Effective communication (selling) is not truly accomplished until all points of view are discussed openly and freely. How often does this really happen?
  • Asking questions contrary to your own self-interest is the best way to forward your own self-interest.
  • Time is your number one currency. There are no cash-back refunds on time spent on poor prospects. Judiciously guard and protect your time.
  • Often those who continually try to close, only push customers further away. Ironically, when you yield to others you often move forward much faster. Do not do for your customer what they must do for themselves.
  • Strategic sales people listen the solution out of the customer.
  • Traditional sales people take a very innovative, unique, original product and make it very undifferentiated,unoriginal and boring by talking about their favorite subject.
  • The more you push products, the more you are at risk of pushing customers away.
  • The art of being inquisitive will consistently outperform the art of being persuasive.
  • In sales it is always better to be hurt by reality and truth, than it is to be comforted with half-truths and false hope.
  • You cannot receive what you are not willing to give. On sales calls you have to extend the truth to get the truth.
  • You usually have to establish who cannot buy first to effectively establish who can buy.
  • The greatest story never told (customer's story) happens because sales people are in love with the greatest story ever told (their solution).
  • Feature and benefit selling is mass production in the time of specialization. All sales people are doing is cloning, duplicating, copy and pasting their product with near identical pitch.
  • You need to dominate the listening and questioning, and let the customer dominate the talking and justifying.
  • Try to remember with trigger happy customers, the road to hell is always paved with very good intentions.
  • Never operate on a patient on the day of their death is good advice to curb post morteum selling, and after the fact selling.
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