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Favorite Quotes 2008 pt.4

  • Sales managers should not settle for average players if they cannot afford average performance.
  • Feature and benefit selling is mass production in the era of specialization. It is cloning, copy and paste selling at its finest with near identical pitch.
  • The reason customers commoditize our offerings is because we frequently make our customers feel like commodities by our cookie cutter approach.
  • Being different, unique and cutting-edge only matters if the customer truly values it.
  • Sales person beware; because of technology, customers can have their cake and eat it also. They can get valuable information without interacting with a sales person.
  • In the world of customer's problems, all that glitters (stinks) is not gold (problem).
  • In sales when you care the least (not being needy), you do the best.
  • Strategic selling is a learning business, not a teaching business.
  • You are losing the majority of your deals to the silent killer who is your biggest competition; your customer's complacency, indecisiveness, status quo, and unwillingness to take action.
  • Problem-centric sales people who take a rear view mirror perspective better help their customers gauge and predict their future by carefully analyzing their past.
  • The way to sell less is to talk more about what you are selling.
  • The confidence of a sales person is determined by how much they don't need a customer's business.
  • Traditional sellers start at the end of the story...the climax (their solution). However, the most important part of the story is the beginning of the story (the customer's problems).
  • Generally, the more time you take to tell prospects how great your offering is, the less time customers have to tell you how bad their problems are.
  • Do not strive to first influence, rather strive to create an environment of trust, cooperation, reciprocation, and open flow of information.
  • If the customer doesn't tell (share information) then don't sell.
  • Listen louder than your competition, because your ears will outperform your mouth. Learn (listen) more to earn more.
  • What you have to ask is far more trustworthy than what you have to say.
  • To be effective today it is more important than ever to take selling out of the sales process.
  • Do you want customers to listen, or do you want them to answer questions? Do you want them to understand you, or better understand themselves? Do you want to demonstrate power, or do you want to empower them? How you answer these questions will dictate your credibility and effectiveness in sales.
  • Advocate instead of educate. Few sales people can educate without being salesy and self-centered so it cancels out the benefit.
  • Feature and benefit selling might as well be called "featureless" and "benefit-less" selling.
  • All sales people believe it is very important to be a good listener. The problem is they want their customer to be a good listener of them.
  • The asking of the question is the answer. When you ask good questions customers have a much better understanding about you and what you are selling.
  • Two big problems in sales; the sales person is ready to make a sale and the customers is not ready to buy, and the customer is ready to buy and the sales person is still too busy selling.
  • In the information economy it is not the message that is important, it is the messenger that carries the day.
  • A self-diagnostic sales strategy is a superior sales process because few customers will question their own findings.
  • Rookie sales people look at customers with infinite potential. Whereas veterans look at customers with infinite curiosity.
  • For most customers it is more important who to buy from than what company or product to select.
  • The key is not to give customers new information and more data, rather to get them to look at things differently and creatively to find the truth, not necessarily new truths.
  • He who tries to over justify themself and their product often incriminate themselves.
  • Feature and benefit selling is the triumph of the lowest common denominator and the master of the obvious.
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: https://tangentknowledge.com