When your pipeline is full – with business coming out of your ears – the notion of people asking for a discount will sound hilarious, because you’ll already be at capacity
Don't burn your bridges until you build better ones.
I can’t and won’t promise you magic sales fairy dust or the Jedi Mind Trick for salespeople – they simply don’t exist.
The salesperson you’d ideally like to be and the salesperson you’d like to encounter as a customer should roughly be the same, shouldn’t they?
If what you sell doesn’t help me then why are you knocking on my door?
We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done.
If you sound like a contestant from The Apprentice or if the customer believes that they are being sold AT, you have already failed.
Remember: when you walk into a DIY store to buy a drill, you don’t want the drill. Your end goal is to make a hole and, in order to achieve this, you have to buy the drill.
Your target market are more bothered about whether what you sell will get them promoted, sacked, recognised, accepted, praised or laid.
We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides.
Salespeople need to Earn the right to become suppliers more than they ever did before.
Salespeople who think that it’s all about price aren’t required: If it can be sold on the internet at the lowest price, you can take the huge cost of a sales team out of the equation.
Avoid selling to dumb customers, there aren't enough left!
In this wonderful modern age, if you know what you want, you can just reach out and, with the click of a mouse, take complete control of your entire buying and shopping experience.
Don’t tell me you’re passionate about your job – show me that you’re passionate about helping people like me.
Ignore the people who say that the sales industry needs to become professionalised: it already has.
Why do customers (and that includes you and me) find it so difficult to recall more than a couple of occasions when they felt that they were treated exceptionally by the salespeople who dealt with the...
If you don’t earn their trust at the beginning, they sure as hell won’t trust you with their money at the end.
The commitment gap is the massive distance between yes and maybe
You truly help people with the things that you sell. Once you are aware of that vital piece of information every demonstration, every presentation, everytransaction will be delivered with a light shin...
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