Chris Murray, Selling with EASE: The Four Step Sales Cycle Found in Every Successful Business Transaction
35 quotes
"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"
"22% of current business-to-business salespeople will be replaced by search engines within the next five years."
"We all need salespeople who help people with the same enthusiasm shown by a small child describing the best Christmas present EVER"
"Get up in the morning on a mission to save prospective clients from the shabby, ill-fitting, overpriced and worthless alternatives that those charlatans - who are your competition - are trying to get away with flogging them."
"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?"
"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."
"We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides."
"We all need salespeople who deliver value that wasn’t there before they arrived."
"I can’t and won’t promise you magic sales fairy dust or the Jedi Mind Trick for salespeople – they simply don’t exist."
"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."
"Your target market are more bothered about whether what you sell will get them promoted, sacked, recognised, accepted, praised or laid."
"Don’t tell me you’re passionate about your job – show me that you’re passionate about helping people like me."
"If what you sell doesn’t help me then why are you knocking on my door?"
"We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done."
"Ignore the people who say that the sales industry needs to become professionalised: it already has."
"For all salespeople - Driving around and talking to people for a living, with no recognisable return for the time or money spent by your employer - is a job description that belongs in the past."
"If you sound like a contestant from The Apprentice or if the customer believes that they are being sold AT, you have already failed."
"If you don’t earn their trust at the beginning, they sure as hell won’t trust you with their money at the end."
"In this wonderful modern age, if you know what you want, you can just reach out and, with the click of a mouse, take complete control of your entire buying and shopping experience."
"We all desperately need brilliant sales professionals far more than ever before – to help us, guide us, keep us informed and stop us from making diabolically stupid buying decisions."
"Salespeople need to “Earn the right” to become suppliers more than they ever did before."
"Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on."
"Think about it: if someone had found a way to manipulate human choice and free will – if someone actually had that kind of power – wouldn’t it be a tad surprising if they then decided to share their secret with the masses in a book for $20? Not to mention how it would be just very slightly unethical."
"Solving the problem means helping the customer to understand why you’re the best person for the job"
"Asking the appropriate questions means understanding exactly what your customer is trying to achieve"