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Favorite Quotes 2012 pt.15

  • The art of qualifying and disqualifying sells without trying, and selling tries so hard without selling.
  • Orthodox sales people are too often like the news media where they have blurred the lines and made themselves the story rather than getting the story.
  • So often product pushers lose the sale before it even starts.
  • Bottom-line; The goal of many customers in respect to their challenges is to look good by not looking bad. Sales people spend too much time talking about the customer looking good when decisions are more driven by not looking bad.
  • Prospects don't care about your unique solution as much as they do about your unique custom understanding of their problem.
  • Perfect sales combination; You love finding pressing problems, customer hates their problem, they like you.
  • To win good deals you need to be willing to lose bad deals.
  • When prospects become too much of a prize, equilibrium is lost. Few like to buy from someone who isn't an equal. Avoid becoming the overly grateful supplicant.
  • Doting conventional sales people experience separation anxiety like modern (helicopter) parents. They need to know when to set free unqualified prospects.
  • "The Internet has made the information delivery role almost entirely obsolete for sales people," says Geoff James.
  • It is imperative that we temper our need for recognition, validation, to standout, and to be heard, so that we do not compete in overshadowing our customer's exact same needs.
  • Stop attacking the competition and simply focus on attacking the customer's problems and challenges.
  • "You need to acquire influence without seeking to be influential," says Todd Shnick
  • "The longer it takes you to sell something the less they will buy," says Scott Ginsberg.
  • In selling you need to be an extrovert to secure sales calls, and an introvert (questioner & listener) to secure a sale.
  • It is amazing how sales can arrive ready-made when you focus more on finding the right opportunities, instead of trying to make the right opportunities, or force a square peg into a round hole.
  • Sales religion—grant me the wisdom to know where I should spend my time and resources, and the wisdom to know where I cannot sell, make a difference, and where I should walk.
  • When all you have is a hammer (information) everything (customers) look like a nail (a huge willing receptor).
  • "You are not as good as you think you are, you are not as bad as you think you are—you just think more about yourself than others think about you. To live between your ears, is to live in enemy territory," says Charles Green.
  • "You solve customer's problems from customer goals down (what they are not getting), not products/features up (what you want for them)," says Josh Costello.
  • "Are you merely a representative of corporate value—or do you bring value by showing up," says Bill Caskey. Strategic sellers create value far beyond their solution.
  • "We made a huge mistake with our customers. While customers wanted solutions to business problems, we were too busy selling computers," says Ken Olsen, former CEO of DEC.
  • Bad products/services positioned and sold well will consistently outsell superior products/services positioned and sold poorly.
  • Ironically, the more compelling information you get from your customer, the more inclined they will ultimately trust the information you later give them.
  • Meet your customers's reality, instead of trying to control it.
  • Knowing that you really do not know is the best way to begin to truly know. This is the perfect way to start off any sales call to maximize inquisitiveness, empathy and trust.
  • Too many sales people end up telling a lot and saying nothing.
  • The more you tell the less you sell.
  • Selling to a customer's business problems is very personal and that's why it works. Selling value is very interpersonal because it's all about product value and that's why it doesn't work.
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