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Favorite Quotes 2011 pt.7

  • Take the sting out of rejection and preempt it by disqualifying poor prospects before they disqualify you.
  • Conventional sellers too often are so busy looking for white flags (buying signals), while virtually ignoring all the red flags (deal stoppers).
  • Conventional sellers too often go into a sales call with a closed mind. "They are too emotionally invested in a positive outcome and at the same time worried about a negative outcome," says Bill Brooks.
  • Customers buy in spite of the hardball approach of selling, not because of it.
  • If you want to do a product justification to benefit yourself you begin at the end. If you want to do a problem justification for your client you begin at the beginning.
  • Customer connect with you more effectively and emotionally with you when you describe what they aren't getting as opposed to what they could be getting (your solution).
  • How you demonstrate your understanding of your customer's business issues often is a better preview of your product offering than the actual demonstration of your solution.
  • Feature and benefit selling is so overrated because sameness is so overrated.
  • Today traditional sellers are being dismissed as a contradiction in terms; they bring valuable information that can be easily and quickly acquired elsewhere.
  • "You solve customer's problems from customer's goals down, not product features up, says Josh Costello.
  • The perfect storm in a sales call; no dough, no will, no authority, no problems, no time – all equals no sale.
  • 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 sellingis 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's a big problem when they don't.
  • We don't 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.
  • 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.
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