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Favorite Quotes 2013 pt.5

  • Clients would rather have one good soul satisfying emotion than a dozen facts from a seller in making a critical decision.
  • Value added selling often ends up being value subtraction selling because the value was never validated by the customer.
  • Blessed is the sales person who having nothing more to say and add abstains from giving us worthy evidence of the fact.
  • The more valuable and important information you get from clients, the more they will trust the information you give them later on.
  • In sales a good scare (problem prompting) is often worth more than good advice.
  • Don't pursue "what could be" or "what should be" before you first really understand "what is not happening." The former is about you and the latter is about your client.
  • Success in sales often comes to those too busy to pitch and push because they're so busy trying to understand their customers.
  • The best time to handle an objection is before it starts. Full disclosure, transparency and being forthright dramatically reduces objections.
  • In sales negative motivations drive positive results, not positive motivations.
  • Question hard to make selling easier.
  • Be on a fact-finding missions instead of fact giving missions.
  • As long as you let your product define you, you will feel very little need in defining the customer's issues and challenges.
  • Customers do not have actionable problems until they can thoroughly convince you of that fact.
  • The more neutral your sales approach, the more sensitive information you will get. The more enthusiastic you are, the less important information you will get.
  • If you can't find problems then you need to breath new life into the everyday problems of your customers.
  • Stop putting icing on the cake of your solutions and start putting fuel on the burning problems of your customer.
  • Play to your prospects fears, risks and liabilities, before you play to their hopes and their dreams.
  • The more inclined you are to not take the time to understand your customer, the more inclined they are in not taking the time to understand your solution.
  • 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 quote closed mind. "They are too emotionally invested in a positive outcome and at the same time worried about a negative outcome.
  • 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.
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