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Favorite Quotes 2012 pt.12

  • Your value proposition has no inherent value and is valueless until you help your customer understand the cost of the absence of your value.
  • Your product is only as good as the sales person who is selling it, and the unique circumstances of your customer.
  • Customers love to be asked questions that are counter to the self interests of a sales person, because they know it could potentially be very telling, revealing, and instructive to getting to the heart of their motives, priorities, and most pressing challenges.
  • Before you can come out of a sales call smelling like a rose (closing the deal) you must get your hands dirty in the customer's problems.
  • The more you keep your mouth shut while selling, the more difficult it will be to invite misunderstanding, resistance, and objections.
  • Objection prevention will always outperform objection handling. Sell with less information and dogma and get fewer objections.
  • Build trust rather than build a sales pitch.
  • So often you do not have to say anything to be heard. Too many sales people are shouting so loud about their solution that they cannot be heard.
  • The best questions are when the customer gains the most information, not the sales person.
  • Customers often initially care less about your product knowledge, they care more about how you think, and how you make them think differently about their circumstances and issues.
  • The degree that your customer is willing to share important and sensitive information, is the degree that you should be willing to share your time, resources, and your energy.
  • Traditional sales people are good at "vendorship," "bidship," "RFPship," but not true relationship.
  • Bad news early is good news. Remind customers you are compensated in two ways; winning the deal, and losing bad deals early.
  • "People buy the way you sell before they buy what you sell," says Chris Lytle.
  • When you fail to have a sales call plan you plan to fail.
  • Traditional selling is only a great strategy to employ when someone cannot buy, or does not want to buy. Get it!
  • Beware of deals where the cost of acquiring (inconvenience, time-consuming, draining of internal resources, etc.) is greater than the deal itself.
  • We can seduce and intrigue customers by our selling points, but we can only sell them by their own.
  • The way most selling is conducted is a contradiction in terms.
  • "All products are just a means to an end. The product is not an end in itself. The emotional satisfaction that the product provides, however, is," says Kurt Mortenson.
  • Sales people should work very hard to keep an open mind and a closed mouth.
  • Feature and benefit selling is a rigid form of conformity that 95% of sales people incorporate. Unfortunately, conformity equals commoditization.
  • Perception is 9/10 of the law in sales. Customers are qualified or disqualified not because of reality, but because of perception.
  • Time and time again customers buy in spite of traditional sales people, not because of them. Too often they are the lesser of many evils.
  • Because of perceived lack of value, customers would like to have traditional,outside sales people be kept inside where they do not have to see them or hear from them.
  • If you reach a customer logically you can reach consensus; if you reach a customer emotionally you can change behavior and trigger action.
  • Traditional sales people use their product description as a noun; here's what it does, instead of a verb; here are the problems it addresses and resolves.
  • In many cases the opening personal connection to the sales person is where the sale is made, the closing is just where it is executed.
  • To sell is human. To question is divine.
  • You need to know more about your customers than your customers need to know about you, your product and your company.
  • Most sales people have all the right answers, few have the right questions.
  • It is amazing how many sales people can be remarkably lucid, poised, garrulous, and articulate in conversation, but are tongue tied when it comes to asking questions.
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