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Favorite Quotes 2012 pt.6

  • Your product isn't what you say it is, it is what your customer says it is. Put a lid on your product acrobatics and fanfare. You can't bring value to a sales call, you can only find it.
  • With conventional sales people too many sales are won in spite of themselves not because of themselves.
  • When executed properly, customers derive more value and satisfaction from the purchasing experience, than the execution of the purchase.
  • Customers will buy and change infinitely faster to prevent adversity than they will to promote prosperity.
  • Customers can tell a lot about your trust, insight and believeability by your questions and very little by your answers.
  • In the Internet economy it isn't caveat emptor anymore, it's caveat "vendor."
  • Prospects don't want more (better things), they want less (bad things). The products customers buy are different than the products sellers sell.
  • Not many customers complain about ill-informed sales people. Many, many complain about sales people being over-informed and over communicating.
  • The myth of selling in the digital era. What should work to sell doesn't work well anymore. What shouldn't work well to sell does.
  • Sales People sell to enhance and improve positives, yet buyers buy to eliminate and diminish negatives.
  • Quandary; Mainstream sellers sell to inspire and insure greater success, but buyers buy with aspirations to insure less failure.
  • The greatest enemy of selling is the illusion of it.
  • Is there $1.3 trillion on B2B Internet sales because field sales people make it hard for customers to say yes, and then to add insult to injury make it even harder for them to say no.
  • One big cluster fest; sellers spam (information overload) and stalk (follow up overload), while prospects hide and seek, then shake and fake.
  • Stop stop pushing options and medical procedures on customers who have a clean bill of health. And are the least bit sick, injured, or unhealthy. Nt
  • Traditional sellers spend more time getting technical and detail about their solution been being technical and detail about the customers problem.
  • Product sellers have same issue as the 8th husband of Elizabeth Taylor on their wedding night. They know what to do how to do it but there isn't anything unique or different. Nt
  • A sales call is a golden opportunity for the customer to showcase their problems, not for you to showcase your solutions.
  • Don't get so excited and thrilled about a potential sale until the customer has vocalized how worried and agitated they are about their problems.
  • The deception of sales people at the hands of customers, pales in comparison to the deception that sales people put upon themselves because they aren't willing to admit dead deals that are starkly staring them in the face.
  • Marshal McLuhan—propaganda (selling) ends where dialogue (questioning) begins. If you can't put your sales point into a form of a question maybe it's not a very good sales point.
  • Two heads are better than one. Use questions to get your customers to think for themselves. Don't tell them what to think.
  • Old military dictum; he who defends everything defends nothing. New sales dictum; he who tries to sell everyone often ends up selling no one.
  • Seller beware; if your line of inquiry doesn't reinforce your customer's ego and point of view they often won't cast pearls before swine.
  • Prospects often have a "don't ask don't tell" attitude. If you don't ask the right questions, in the right way, at the right time, they won't tell you the right answers.
  • Customers often don't get the right outcome because they don't ask themselves the right questions. It's your job to help them ask the right questions.
  • Customers need to better understand the thing they're trying to fix as opposed to understanding the thing they're trying to achieve.
  • Truth in sales is process, not content. The process of thought provoking questions is the best way to project the truth and find the truth.
  • Funny thing; ask better questions and customers start to understand you better. Maximize your leverage by what you have to ask instead of what you have to say.
  • Product sellers selfishly help prospects externalize their solution, while strategic sellers selflessly help prospects internalize their problem.
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