Home > Work > The Only Sales Guide You'll Ever Need

The Only Sales Guide You'll Ever Need QUOTES

The Only Sales Guide You'll Ever Need QUOTES

1 " The single biggest problem in communication is the illusion that it has taken place. "

― , The Only Sales Guide You'll Ever Need

2 " Embrace the empowering belief that you can always find a way. Resourceful people know that even though a solution may not be immediately obvious, it probably exists. "

― , The Only Sales Guide You'll Ever Need

3 " Salespeople who sell on price alone often negotiate win-lose agreements: these are wins for the customer but losses for the salesperson, who earns just a tiny bit of money for himself and his company. "

― , The Only Sales Guide You'll Ever Need

4 " Absence does not make the heart grow fonder-it makes it wander. It sends a clear message that the client is not important enough to command your time. More clients are lost to neglect than to any other cause. "

― , The Only Sales Guide You'll Ever Need

5 " Once you demonstrate that you care and will go the extra mile to produce added value, your prospective clients will want you to succeed. "

― , The Only Sales Guide You'll Ever Need

6 " Your intentions matter, and they are felt by your clients, your prospects, and all of the people whom you interact. When you come from a place of caring, you generate trust and build powerful relationships. But if your actions are self-serving, they destroy trust and ruin relationships. "

― , The Only Sales Guide You'll Ever Need

7 " Make a list of three clients or prospects and call them simply to see how they are doing personally and professionally. Don’t pitch them, and don’t ask them for anything. Just call because you care. "

― , The Only Sales Guide You'll Ever Need

8 " Here’s a rule of thumb: in the early stages of the sales cycle, any statements that you make about yourself, your product, or your solution should be responses to the client’s questions only. If they aren’t, you’re signaling that you are more interested in selling than in helping the client achieve his desired outcomes. So, don’t tell, tell, tell. Instead, engage in a dialogue and make sure all of your responses relate to the client’s needs. "

― , The Only Sales Guide You'll Ever Need

9 " For you to win a prospective customer’s business, all of your competitors must lose. You need to be better than you were yesterday and better than your competitor is today. "

― , The Only Sales Guide You'll Ever Need

10 " All things being equal, relationships win. "

― , The Only Sales Guide You'll Ever Need

11 " If you don't accept "no," don't give up, and don't bow to the status quo, a window of opportunity will eventually crack open and you'll be standing in front of it. If it doesn't crack open, just keep prying with a crowbar until it gives. "

― , The Only Sales Guide You'll Ever Need

12 " Your own company is full of skeptics who don’t believe they can produce the outcomes your dream client needs for you to win the business. That’s because the status quo isn’t just entrenched in your client’s company; it’s also deeply embedded in your own. This resistance to change, this unwillingness to stretch, creates what I lovingly refer to as the Department of Sales Prevention, headed by a vice president of We Can’t. There’s one (or more) in every sales organization "

― , The Only Sales Guide You'll Ever Need

13 " Can I share some ideas with you?” “Can I ask you to collaborate with me on the solution we are building?” “I feel like we’ve done enough work to move forward from here. Can we go ahead and get started with a contract or is there still something you need in order to be 100 percent confident moving forward?” “What’s your vision for the right solution? "

― , The Only Sales Guide You'll Ever Need

14 " I quickly saw that there was nothing manipulative or self-oriented about anything he did; it was all about finding a way to help the client. Once I discovered that selling was about helping people get a result that they couldn’t get without my assistance, I began to love the game. "

― , The Only Sales Guide You'll Ever Need

15 " Being prepared is critically important but without focused, massive action all the preparation in the world won’t help you succeed. —Hector LaMarque, legendary sales leader of Primerica "

― , The Only Sales Guide You'll Ever Need

16 " Draw up a list of the stages of your sales cycle with all of the commitments you need to move a deal from beginning to final closing event. Refer to this list before every sales interaction so you know which commitment you intend to obtain. "

― , The Only Sales Guide You'll Ever Need

17 " adopt a beginner’s mind and question whether your answers from the past are still the best answers for the future. "

― , The Only Sales Guide You'll Ever Need

18 " Only after you demonstrate that you truly understand the client’s situation, feelings, and preferences can you effectively present your ideas and solutions as part of the continuing dialogue. "

― , The Only Sales Guide You'll Ever Need

19 " The antidote to complacency is initiative. "

― , The Only Sales Guide You'll Ever Need

20 " Consider the widely used quarterly check-in calls that salespeople make on their prospective and current customers. I think they are a time-wasting nuisance, used by salespeople who have no value to offer. There’s one salesperson who has called me once a quarter for almost twenty years. Every call is exactly the same. He says, “This is Matt with [company name removed to spare it from horrifying embarrassment]. I just wanted to check in and see if anything has changed.” I always give him the same reply. “Nope. Nothing’s changed.” Matt, undeterred, asks, “Can I call you again to check in next quarter to see if anything has changed?” Has anything changed? Matt! In the last two decades, all kinds of things have changed—in my company, in my industry, in the economy . . . in the world! It would be impossible to miss the massive technological, economic, and cultural changes of the last twenty years. Yet Matt has not noticed anything noteworthy enough to ask how it has impacted my business. He has not shared a single idea as to how he can help me. This makes Matt a nuisance. I keep agreeing to take his calls because the value of this story as a lesson for salespeople grows with every passing year. But, alas, poor Matt has never gained my business. "

― , The Only Sales Guide You'll Ever Need