Sales Quotes
Read, study, and memorize your product information. Find out what your competitors are selling, what they emphasize, and how much they charge. Become an expert in your market. [2004] - Brian Tracy
Spend more time with better prospects. Fish for whales, not minnows. [2004] - Brian Tracy
Customers buy a particular product or service because they feel that it is superior in some way to anything else available. Sometimes it is lower price. Sometimes it is a particular feature or benefit. Sometimes it is because they like the salesperson better than the representative of another company. Sometimes the competitive advantage is that you are the first person who has explained to them how much they could improve their lives or work with your product. [2004] - Brian Tracy
Many people will write you a testimonial letter if you ask for it. But sometimes they are so busy that they don't get around to it. In this case ofter to write the letter yourself and ask them to type it onto their own letterhead and sign it. It is amazing how many customers will do this if you ask. [2004] - Brian Tracy
Introduce yourself and ask, "I need about two minutes of your time. Is this a good time to talk?" In the first thirty seconds, the prospect decides whether or not he is going to listen to you. The first fifteen to twenty-five words out of your mouth set the tone for the rest of the conversation. [2004] - Brian Tracy
Sending things in the mail is usually a complete waste of time and money, unless you are selling from a distance. When the prospect asks if you could mail something, respond by saying, "I would love to mail it to you, but you know how undependable the mail can be today. Why don't I drop it off to you personally on Tuesday afternoon when I'm in the area? Will you be available at that time?" [2004] - Brian Tracy
When the prospect agrees to meet with you at a specific time, you have made your fist sale, the sale that makes the real sale possible. You then confirm by repeating the time, day, and date of the meeting, plus you give the prospect your telephone number in case something comes up. [2004] - Brian Tracy
Face-to-face with the Prospect: First, she wants to be sure that you have something important to communicate. Go straight to the result or benefit of what you sell in your first sentence. Second, she wants to be sure that you are talking to the right person. Third, at least initially, the prospect wants to be assured that your visit will be short. Fourth, the prospect wants to be sure that she will be placed under no obligation if she meets with you. Fifth, the prospect wants to be sure that you will not use high pressure. [2004] - Brian Tracy
Your chances of making a sale once you get face-to-face with the prospect increase by ten or twenty times over a telephone discussion. Before you go off to a prearranged appointment, always call to reconfirm. This is a mark of top professionals. Never expect people to call you back. Smile into the phone when you speak. Stand up when you speak to the prospect. [2004] - Brian Tracy
Long hair, short sales record. [2004] - Brian Tracy
When you meet a prospect for the first time, offer your hand, look the prospect directly in the eye, and say, "How do you do?" [2004] - Brian Tracy
When you sit next to a prospect, always have the individual sit on your left. [2004] - Brian Tracy
People do not make important business or family decisions in the living room; they make them in the kitchen or at the dining room table. [2004] - Brian Tracy
Suggest that the product is already popular and being used by a great number of people. [2004] - Brian Tracy
If the prospect says, "Well, I have to think it over," you can respond by saying, "Well, Mr. Prospect, I appreciate that, but you promised you would tell me one way or the other if this applied to your situation or not." [2004] - Brian Tracy
Buyer Personality Types: 1. The Apathetic Buyer (5$): never buy anything. 2. The Self-Actualizing Buyer (5%): know exactly what he wants, exactly the features and benefits he is seeking, and exactly what price he is wiling to pay. 3. The Analytical Buyer (25%): accountants, engineers, bankers, financiers, loan officers, computer specialists. Slow down and be exact. 4. The Relater Buyer (25%): teachers, personnel administrators, psychologists, nurses, social workers. Concerned about how people might react or respond to their choices. They need to be liked. 5. The Driver/Director Type (25%): entrepreneurs, hard-driving salespeople, sales managers. Get straight to the point. 6. The Socializer Buyer (25%): supervisors, managers, executives, orchestra conductors, senior administrators, presidents. Achievement-oriented. As soon as you reach an agreement of any kind, write it down and get a copy off to them. [2004] - Brian Tracy
It will often take three or four visits just to reach the point where the relationship is strong enough that you can talk business seriously. [2004] - Brian Tracy
Many sales are delayed far longer than they need to be because salespeople are reluctant to ask for the order and bring the transaction to a close. [2004] - Brian Tracy
The planned presentation is twenty times more powerful than the spontaneous presentation. Use three-part presenting. These three parts are the product feature, the product benefit, and then the customer benefit, which is the real reason the customer will buy. [2004] - Brian Tracy
Always delay discussion of pricing until the end of the presentation, when the prospect clearly wants to enjoy the benefits that your product or service offers. [2004] - Brian Tracy