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Favorite Quotes 2013 pt.2

  • Conventional sales people mostly help customers make buying decisions on their solution. Strategic sellers help customers make informed decisions on all their options.
  • Will clients base their decisions to buy, more to decrease doomsday or to increase payday? How you answer this will determine your fate in sales.
  • Your biggest direct competition in many cases is your customer's position of damned if they do and damned if they do not. Catch 22 often is a big unrecognized deal killer.
  • The less you think and care about yourself and your product, the more you'll care what your customer thinks and cares about.
  • Fear of losing a sale and excitement of winning a sale are both deterrents o making a sale and building trust. Trust is present when you don't need anything a don't lack anything.
  • Many problems in selling would simply vanish if sales people realized that what clients have to say is more important than what they have to say.
  • Most conventional sales people have all the right answers, but few have the right questions.
  • It is amazing how sellers can be remarkably lucid, poised, garrulous and articulate in conversation, but are tongue tied when it comes to asking questions.
  • Warning: Feature and benefit selling sucks all the oxygen out of a sales call and puts your deals on life support.
  • If you want to outsell the competition, you have to learn to "out learn" them on a sales call.
  • If the customer doesn't believe you have taken the time to truly "get them," you probably won't be getting the sale. Most sellers are more concerned that the customer "gets them."
  • Product pushers always begin at the end (their solution) and do a product dump. Strategic sellers always begin at the beginning so their clients can dump their worries and problems on them.
  • In a sales call do you want your customer to be talking or listening? How you answer that question will determine your fate as to whether you are a strategic seller, or a tactical product pusher.
  • Your customers make final decisions emotionally and they draw only conclusions logically and rationally, which often inhibits decisiveness. From a selling perspective, the former is much more powerful than the latter.
  • Perception is 9/10 of the law in sales. Customers are qualified or disqualified not because of reality, but because of perception.
  • Slight exaggeration: Superior products have limited value because the market has so many. No exaggeration: The market rewards execution; not what you sell but how you sell it.
  • The personal act of selling with information, logic and reason is like email. It's a great tool to transmit, and a lousy one for true personal communication and influence.
  • At best, sellers are accurate. At worst, few of them speak to the truth.
  • The more you act, look and sound like someone who is selling, the less chance you'll have of selling.
  • Your customers will demonstrate to you that they are comfortable with you by sharing with you their uncomfortable problems.
  • Every customer story has a beginning, yet most sales people want to go to the end of the story – their solution. The most important story never told is the customer's problem.
  • Conventional sales people so often are too busy answering questions or anticipating them to be bothered to be asking them. Asking is more impactful than telling and selling.
  • Needy sellers lose trust and credibility because they project "they need something." Sell as if you have nothing to lose or need.
  • To create credibility and trust, it is more important for you to believe in the customer's problem before you try to get them to believe in your solution.
  • Feature and benefit selling is a slugfest that turns into a snooze fest that turns into a cluster fest.
  • Milquetoast product pitchers make a fatal mistake of starting at the end of the story, their solution. It's like going to a movie and only watching the last 10 minutes.
  • The least effective selling point in any engagement ends with an exclamation mark! The most effective selling point ends with a question mark?
  • Strategic sellers know that what the customer ultimately will be buying is more important in many cases than what they are actually selling.
  • Thank God email, texting, social media and the Internet are not mission critical for success in sales. If they were you'd be out of a job. Selling is a personal business, not an impersonal business. It is a flesh and blood interaction.
  • Before you show them the light (your solution), you first have to show them what is dark (their problems).
  • The more interested customers are, the more they will share their emotions and feelings. The less interested they are the more they will share cold facts, figures and BS.
  • In general, from the strategic seller's perspective, the client's problem presentation is more important than the seller's solution presentation.
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