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Favorite Quotes 2013 pt.6

  • Money is never the real issue. The real issue is they don't believe you're worth the money. And in some cases you aren't.
  • The best that could be said about feature and benefit sellers is a lot is revealed and very little is revelatory.
  • A match made in hell; sales people selling from a position of what the customer wants and clients doing the opposite of buying from what they don't want or are trying to avoid.
  • In strategic sales you have to ask for trouble (problems) or find it. If you don't you're in big trouble.
  • Clients are more worried about getting worse then they are about getting better. Unfortunately, sellers are always selling them on the outcome of getting better.
  • Your value is created after-the-fact; after your customer has a chance to fully explain their circumstances and problems, not before.
  • The more you do a product dump the less likely your client will be inclined to do a problem dump, and that is a problem when they do not.
  • We do not use feature and benefits in selling. It uses us.
  • Customers are more concerned in preventing going from bad to worse, and sales people are more concerned in trying to sell them from going from good to great.
  • The perfect storm is when customer have no dough, no authority, no will, no time, no decisiveness and no problems.
  • The Internet is the most cost-efficient seller known to mankind. If you keep selling with product information you may end up being its latest victim.
  • Customers connect more with you on your ability to understand them, than their ability to understand your solution.
  • They say you can't truly manufacture trust in a sales call. Maybe? That being said, you certainly can remove things that can undermine it.
  • In many cases you don't have to have the best product or the best price to win business. What does help a lot is having a customer with the worst problems.
  • Customers screen products rationally and then buy irrationally.
  • Everything in the sales profession has to change so everything can remain the same. Traditional selling creates as many as problems as it solves. The ingredients of success has created a graveyard of bad ideas to continue.
  • The longer your sales pitch the more vulnerable you're to selling yourself short.
  • Traditional sellers try to talk someone into listening while strategic sellers try to talk someone into talking.
  • Customers hate the idea of defeat more than they love the idea of winning. Unfortunately, sellers position their offering around delivering a winning solution and totally miss the mark.
  • Strategic sellers believe the customer knows best so they ask a lot of thought-provoking questions. Products pushers believe they know best so they tell and sell.
  • Strategic sellers let the customer experience first hand their solution thru the quality of their inquiry. Product peddlers let the customer experience it second hand thru the poor quality of their propaganda.
  • 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 are 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 customers 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 are 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 callers 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 are 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