Sales Quotes

Dress a little bit better than your customer, but not too much. Sound a little more enthusiastic, but not too much. There are times when, for tactical professional reasons, you might want to show a little less eagerness and go a decibel or two lower than your contact. [2009] - Leil Lowndes

Market data can motivate purchasing when people might not even feel they need the product. [2007] - Chet Holmes

Service the customer, not sell to the customer. [2007] - Chet Holmes

Change the titles of the salespeople to sound less salesy--for example, "director of corporate communications." [2007] - Chet Holmes

About 3 percent of potential buyers at any given time are buying now. 7 percent of the population is open to the idea of buying. The remaining 90 percent fall into one of three equal categories. The top third are "not thinking about it." The next third are "think they're not interested." The final third are "definitely not interested." [2007] - Chet Holmes

When you sell, you break rapport, but when you educate, you build it. Sales is all about building rapport, not breaking it. [2007] - Chet Holmes

Being a market expert--not just a product expert--means being more knowledgeable than any of your competitors. You need to take the time to collect market data and build your core story or your stadium pitch. Today the Internet makes market data readily available. To get the most powerful market data, the trick is to look at things over time. Find market data that makes your product or service more important. [2007] - Chet Holmes

Social Proof: "When others are doing it, it's okay for me to do it, too." [2007] - Chet Holmes

Sales Steps: 1. Establish Rapport. 2. Qualify the Buyer (Find the Needs). 3. Build Value. 4. Create Desire (use market data and your core story to create a combination of problems and solutions; paint a picture of their future and not just your products). 5. Overcome Objections (always agree with an objection, then isolate the objection). 6. Close the Sale (help prospects make the decision, assume the sale, etc.) 7. Follow Up. [2007] - Chet Holmes

Dropping your price will always attract more buyers, but usually they are the ones looking for a bargain, who will tend to make even lower lowball offers. [2006] - Robert Irwin

The best way to make a sale is to ask for ask for a date of beginning, or some type of commitment to move forward after you are certain you have removed all the risks, and all the barriers, from your prospect's buying process. [2005] - Jeffrey Gitomer

What is the best way to set an appointment? Best way: Face to face. Second best way: On the phone, through their administrative assistant (This means you're meeting with a big-wig.) Third best way: Via e-mail. [2005] - Jeffrey Gitomer

The best way to do business with a liar is confront them with the truth. Tell them that you do business as a partner. If your lying customer still can't see the light, tell him that you may not be the best choice for business, and that you think you have someone that can serve him better. Then, refer him to the competitor that you hate the most. [2005] - Jeffrey Gitomer

Price is not a consideration when a personal relationship exists. [2005] - Jeffrey Gitomer

The most killer questions in sales: "Mr. Jones, when I say (insert your product, your company, or anything you want an opinion about here) what one word comes to mind?" This is the most powerful question because it not only gives you top of mind awareness (the customer "hot button"), it also tells you their attitude towards it. [2005] - Jeffrey Gitomer

Asking, "How much is it?" is THE BIGGEST buying signal. Telling me, "Your price is too high." is THE SECOND BIGGEST buying signal. [2005] - Jeffrey Gitomer

Testimonials are the BEST way to beat down the price objection and win the sale. [2005] - Jeffrey Gitomer

Ask for the sale when the mood is right. The worst possible place is in the prospects' office. Best place is a business breakfast, lunch or dinner. Next best is your office. Next best is a trade show. Ask early, and ask often. [2005] - Jeffrey Gitomer

If you are going to leave message, you have to be able to give enough value or reason to get your voice mail returned. [2005] - Jeffrey Gitomer

Lunch should consist of at least 1/3 relationship building talk. If you don't have time for business talk, it was a very successful lunch. [2005] - Jeffrey Gitomer