“ 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 Chris Murray
“ I can’t and won’t promise you magic sales fairy dust or the Jedi Mind Trick for salespeople – they simply don’t exist. Chris Murray
“ 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? Chris Murray
“ If you sound like a contestant from The Apprentice or if the customer believes that they are being sold AT, you have already failed. Chris Murray
“ We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done. Chris Murray
“ 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. Chris Murray
“ Your target market are more bothered about whether what you sell will get them promoted, sacked, recognised, accepted, praised or laid. Chris Murray
“ We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides. Chris Murray
“ 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. Chris Murray
“ Salespeople need to Earn the right to become suppliers more than they ever did before. Chris Murray
“ Ignore the people who say that the sales industry needs to become professionalised: it already has. Chris Murray
“ Don’t tell me you’re passionate about your job – show me that you’re passionate about helping people like me. Chris Murray
“ 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. Chris Murray
“ 22% of current business-to-business salespeople will be replaced by search engines within the next five years. Chris Murray
“ The ability to close sales effectively has never been confined to the last few moments of the conversation. Chris Murray
