“ 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
“ 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
“ Ignore the people who say that the sales industry needs to become professionalised: it already has. Chris Murray
