We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides.
Values are the individual biases that allow you to decide which actions are true for you alone.
The myth of management is that your personal values are irrelevant or inappropriate at work.
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Let your customers and prospects recommend you to each other and let you competition wish they were you. That is our mission.
Listening is a discipline. It’s all about being present at that moment in time.
Salespeople need to Earn the right to become suppliers more than they ever did before.
Ignore the people who say that the sales industry needs to become professionalised: it already has.
Understand why you are different and how you help, recognise your target market, and give them something they might not even realise they are missing.
The future is a fabulous place to bury your success.
Sometimes, if you get too close to a subject you can miss what’s most important.
There will be plenty of other problems in the future. This is as good a time as any to get ahead of them.
You cannot win everyday, but make sure u win, at-least once in a while.
Make sure everyone, who works with you or for you, feels the need to tell others about the incredible experience.
Speaking from the heart is simple. Listening wholeheartedly, however, is much, much more difficult and most rare.
There can be no success in sales without tenacity.
You listen like an amateur and fool yourself into believing it is enough when it is not.
We all need salespeople who deliver value that wasn’t there before they arrived.
What companies want most from their managers is what they most stop their managers from giving. What managers want most from their jobs is what they most stop themselves from getting.
Imagine a world where what you say synchs up, not sinks down.