Sales Quotes

Product quality was only 20 percent determined by the actual product or service itself and 80 percent determined by how the customer as treated during the sales and ownership process. Meet customers' expectations, exceed their expectations, delight your customers (a call, a gift, a thank you card, a personal visit, etc.), and amaze your customers. [2004] - Brian Tracy

The single most important skill for success is the ability to sell. Every other skill can be hired away from someone else. Selling is the only field in our society where you can start with little skill or training, come from any background, and be making a great living in a matter of three to twelve months. [2004] - Brian Tracy

The seven key result areas of selling are prospecting, building rapport, identifying needs, presenting, answering objections, closing the sale, and getting resales and referrals. [2004] - Brian Tracy

A full 80 percent of sales are never closed before the fifth meeting or closing attempt. These numbers turn out to be valid especially when you are trying to get your prospect to change from buying from one company to buying from your company. Only about 10 percent of salespeople make more than five calls or attempts to close the sale. [2004] - Brian Tracy

When they say to you, "Let me think it over," they are announcing to you that the interview is over and that you have lost your entire investment of time and energy in this prospect. [2004] - Brian Tracy

Customers will only buy from people they like. We call this the "friendship factor." [2004] - Brian Tracy

Enthusiasm accounts for 50 percent or more of all sales ability. [2004] - Brian Tracy

Make it a game with yourself to make your ten prospecting calls before noon each day. Set this as your daily activity target, and then discipline yourself to follow through on your plan. [2004] - Brian Tracy

"mental rehearsal" is a peak-performance technique used by all top athletes, including sales athletes. Professional salespeople warm up as well by mentally rehearsing so that they can perform at their very best when they get face-to-face with their customer. [2004] - Brian Tracy

People are sensitive to other people in their work or home environment. Whenever someone considers making a purchase, he or she thinks about how other people may respond to that purchase decision. No one wants to be criticized. If there is a chance that the prospect will be criticized by his boss or spouse for making a particular purchase, he will refrain from making that purchase altogether. [2004] - Brian Tracy

The two major reasons that people buy or don't buy, respectively, are desire for gain and fear of loss. Your first task is to help your prospect understand how much better his life or work would be with your product compared to the way it is now. People are much more motivated to buy if they feel they are going to lose something by not buying, than they are in anticipation of the benefits they will enjoy if they do buy. [2004] - Brian Tracy

People decide emotionally and then justify logically. [2004] - Brian Tracy

Value selling is repeating and explaining the values and benefits that the prospect will receive if he buys what you are selling. Always focus on greater value rather than lower price. [2004] - Brian Tracy

Question skillfully and listen carefully. The more you ask questions and listen patiently and attentively to the answers, the more the customer will open up and talk to you. [2004] - Brian Tracy

Freudian slip: if you allow a person to talk bout himself freely, eventually he will slip. [2004] - Brian Tracy

Today, people do not want to be sold. The moment a prospect feels that he is being pushed to make a buying decision, he shuts down and loses interest. [2004] - Brian Tracy

If a prospect asks you a question, rather than answering automatically, pause, take a breath, and say, "That is a good question. May I ask you something first?" In other words, you acknowledge the question. But you then ask a question of your own and take back control of the conversation. When you do this a couple of times, it will become so natural and automatic that the prospect will never know what happened. And you will be back in control. [2004] - Brian Tracy

Quality is never the primary reason for buying anything. People buy things emotionally, but quality is always based on logic. The only time you can use quality as an argument is when you are comparing your product at a higher price to another product at a lower price. [2004] - Brian Tracy

People don't buy products; they buy benefits. They buy solutions to their problems. They buy ways to satisfy their needs. [2004] - Brian Tracy

In every sale, there is a key benefit that the prospect is seeking. This is the one thing that the prospect must be convinced of before he can buy. Your job is to uncover this key benefit and then to convince the customer that he will enjoy this benefit if he buys your product or service. At the same time, there is a key objection to every sale, the major reason that the customer will hesitate or decide not to buy. It is absolutely essential that you uncover this key objection and find a way to answer it to the customer's satisfaction. [2004] - Brian Tracy