Sales Quotes

Salespeople must become comfortable with silence. This is critical to selling success. [2004] - Brian Tracy

Use closed-ended questions to bring a conversation to a conclusion. "Are you ready to make a decision today? Is this what you are looking for? Do you want to get started right away?" [2004] - Brian Tracy

Experienced salespeople present one feature or benefit and then ask for feedback. They make sure that they understand what the customer is thinking at each state of the sales presentation. [2004] - Brian Tracy

The amateur salesman sells products; the professional sells solutions to needs and problems. He also learns how to relate people's needs to his products and services. And, he has to have the integrity to say, "My product or service will not meet that need" if it will not. [2004] - Stephen R. Covey

Stay up to date on industry and company news. Leverage your team for ideas. Review your customer files so that you can build on any information you already have and avoid unnecessary repetition. [2003] - Linda Richardson

The skill of relating includes rapport, acknowledgment, and empathy. [2003] - Linda Richardson

Start by asking about the customer's objectives. Then ask about the current situation. Next, ask about level of satisfaction, also ask about future needs. Critical to your being able to realistically access the opportunity and close are questions about implementation, including budget, timeframe, compelling event driving the decision, decision-making process (including decision makers and influencers), competitors, relationships, and other related initiatives. [2003] - Linda Richardson

The first level of positioning is developing a core message that is clear, customer-focused, and graphic. The second level of positioning is to integrate customer needs into a message tailored for a specific customer. There is a third level to positioning. As you learn more during the sales process, incorporate into your message what you've learned and what is happening as you move through the sales cycle. [2003] - Linda Richardson

Directly criticizing a competitor reflects badly on you. Instead, ask targeted questions and help the customer make comparisons. Find out how they view competitors compared with their perceptions of you. [2003] - Linda Richardson

If a customer won't give you information, it is risky for you to give pricing. Avoid negotiating until you understand the customer's needs and you have shown your value. [2003] - Linda Richardson

If your customer rejects your close, make a second effort. Acknowledge to find out why the customer is saying no, address the obstacle, and, as appropriate, close again. [2003] - Linda Richardson

Identify who makes the decisions for the customer and who influences them. [2003] - Linda Richardson

If you get a call from a customer or colleague, call back ASAP, even if it is only to set a time for the full call. Don't let more than 12 hours elapse without a response. [2003] - Linda Richardson

All your in-store clerks, telephone staff, receptionists, client-service people--everyone with any public contact or client interaction, or anyone who impacts your business--must fully understand, embrace, and believe in your unique selling proposition (USP). [2000] - Jay Abramham

Always make it easier for the client to say yes than it is for them to say no. You do it by taking away the financial, psychological, or emotional risk factors that are always attached (stated or unstated) to virtually any decision-making proposition. [2000] - Jay Abramham

Compensating your clients for their dissatisfaction and valuing their time and trust is the concept behind a better-than-risk-free guarantee. [2000] - Jay Abramham

The clearer, stronger, and more specific the guarantee, the more credibility and impact it will have on a prospect or client. [2000] - Jay Abramham

If you have a high incidence of problems or dissatisfaction, it means either you promised too much or your product or services are inferior and need quality attention. [2000] - Jay Abramham

When you close a sale, it's the prefect time to make an additional sale--particularly if there's a very good reason and benefit for the client to buy your package deal. Sixty percent of all clients will increase if you do it right and offer true value. [2000] - Jay Abramham

Clients don't buy products or services; they buy end results. [2000] - Jay Abramham