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Favorite Quotes 2013 pt.3

  • It's hard to show your customers what they have to win with your solution, before they show you what they are losing with their problems.
  • Clients would rather have you hear them out than have you "sell them out" with your fluff and spin.
  • Good listeners consistently know when a yes is a no, when a yes is a yes, or when good news is really bad news.
  • It isn't the objective product that your customer is ultimately deciding on, it is their subjective perception of it. Unfortunately, sales people are selling objectively to those who are subjectively buying.
  • The less information you use to sell and position your offering, the more information you'll get back and the more confidence you'll project.
  • Stop tapping into the proficiency of your solution and tap into the deficiencies of your customer's problems
  • When you tap into your customer's dreams and hopes it's all about you and your solution. When you tap into their nightmares and worries it's all about them. That's why it works.
  • Conventional sales people over inform and over leverage their own information putting their clients in an awkward position where they under inform and underutilize their own information.
  • If your client isn't foreboding about their biggest challenges and most pressing risks, then this will bode very poorly for you.
  • The less customers trust you, the more they you want to sell and tell. The more they trust you, the more they want to listen and ask questions.
  • Deep and emphatic listening is a risk many conventional sales people will not take because it opens them up to being influenced.
  • In sales a hungry stomach cannot hear.
  • Conventional sales people typically hear only to sell, but rarely listen to understand.
  • If you can afford to lose the sale, you'll sell by asking questions, intently listening and selling from the client's best interests. If you can't afford to lose the sale you'll be at risk to sell from your own best interests, you'll sell by pushing and pitching and you'll lose a lot.
  • The goal is not to get your customer to listen, the goal is to get them to talk so you can listen. True buying and commitment takes place in silence.
  • Find and assess your customer's problems because as Willy Sutton the famous bank robber said, "That's where the money is."
  • Strategic sellers focused almost exclusively on using their client's circumstances and information as the basis for their sales strategy. Conventional sellers use their product information as their basis, resulting in passive interaction.
  • The selling skill of listening will often outsell the selling skill of selling.
  • The less customers trust you the more they want you to talk and try to sell them. The more they trust you the more they want to talk and have you listen.
  • Too many sales pitches are initiated when the sales person is perfectly ready to sell and the customer is not even remotely in a position to being sold.
  • In sales you are what you ask. Your value is created by what you ask. Ask and you shall receive.
  • Customers will understand you, your product and themselves a lot more through your good questioning than through your good selling points.
  • A pot of facts and figures will not move a client like stirring the pot of emotions and feelings of their risks, liabilities, pressing problems and illusions.
  • No sane, rational and logical sales strategist would choose a logical and intellectual selling appeal over an emotional selling strategy.
  • Without open and free-flowing exchange of information in a sales call you're in the heart of darkness (commodity zone) where price reins and sales people languish.
  • It's very difficult to get a lot of sensitive, proprietary and important client information, without giving up control and being in charge in a sales call.
  • It is often implied that if the sales person doesn't take the time to understand the customer's challenges and circumstances, they probably truly don't understand their own value and solution.
  • The biggest unrecognized and untapped door opener in sales is a bad client problem not a good seller's solution.
  • If you don't get to the core of the downside of your customer's problems, it will be very difficult to get them to see the upside of your solution.
  • Often you'll find that the acceptance and the willingness to hear negative news is the shortest distance to positive news. It's hard to get unconditional yesses without making no available.
  • Premature problems beget and attract premature solutions.
  • The more product hard balls you throw at clients, the more they will throw curveballs back at you.
  • Big problem in sales; salespeople are so inclined to show their superior solution, without even a nod to understanding the customer's inferior problem.
  • In sales balance is everything. When sellers take positive things too personally they will tend also to take negative things too personally. As Ray Bradberry said, "You have to learn to accept rejection and reject acceptance."
  • The art of qualifying and disqualifying sells without trying too hard, while selling tries so hard without ultimately selling.
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