“You don’t close a sale; you open a relationship if you want to build a long-term, successful enterprise.” – Patricia Fripp
“Companies should be selling ideas more than benefits. Sell Ideas. Not stuff.” – Aaron Ross
“The questions you ask are more important than the things you could ever say.” – Thomas Freese
“Far too often, salespeople get ahead of the prospect. They predict a close date based on their quota instead of on the prospect’s needs. The only way to know when a deal will close is to ask the customer.” – Alice Heiman
“Sellers who listen to buyers carefully and then give them the missing ingredients – those are the ones who stand out.” – Deb Calvert
Selling is really about having conversations with people and helping improve their company or their life – Lori Richardson
“Selling is essentially a transference of feelings.” – Zig Ziglar
“It’s no longer about interrupting, pitching and closing. It is about listening, diagnosing and prescribing.” – Mark Roberge
“Selling through social channels is the closest thing to being a fly on the wall in your customers, prospects and competitors’ world.” – Jim Keenan
“In high-productivity sales organizations, salespeople do not cause customer acquisition growth, they fulfill it.” – Aaron Ross
“Successful people ask a lot more questions during sales calls than do their less successful colleagues.” – Neil Rackham
“There is no magic to closing. There are no magic phrases. Closing the deal is completely dependent on the situation.” – Alice Heiman
“Sales is an outcome, not a goal. It’s a function of doing numerous things right, starting from the moment you target a potential prospect until you finalize the deal.” – Jill Konrath
“The real problem with closing is not adequately defining or diagnosing the prospect’s problems in the first place.” – Keith Eades
The customer doesn’t care about features – they care about solving their problems – Trish Bertuzzi
“A straightforward way to show buyers that you genuinely like them is to identify something about them that you sincerely appreciate.” – David Hoffeld
“The story is the heart of the sale.” – Matthew Pollard
“If you don’t believe in what you’re selling, neither will your prospect.” – Frank Bettger
“Buyers don’t believe anything you have to say to them about your product or service until they first believe in you.” – Deb Calvert
Humanize the sales process or perish – Steli Efti
“Customers don’t care at all whether you close the deal or not. They care about improving their business. It’s easy to forget this in the heat of a sales cycle.” – Aaron Ross
“It’s not about having the right opportunities. It’s about handling the opportunities right.” – Mark Hunter
“Remember, people don’t believe it when WE say it, they believe it when THEY say it – Shari Levitin
Buyers do business with you, not with your company and not with your technology.” – Joanne Black
“You can’t propose a mutually beneficial business relationship if you can’t understand their business.” – Craig Rosenberg
“You will attract way more buyers if you are offering to teach them something of value to them than you will ever attract by simply trying to sell them your product or service.” – Chet Holmes
“Sales success comes from the right balance of quality human interaction and appropriate use of supplemental tools.” – Deb Calvert
“The sales compensation plan is Batman, the sales contest is Robin.” – Mark Roberge
“Statistics suggest that when customers complain, business owners and managers ought to get excited about it. The complaining customer represents a huge opportunity for more business.” – Zig Ziglar
“Killer Salespeople Uncover True Problems Behind Desired Solutions.” – Aaron Ross
“If you harness the power of innovation, you’ll convert sales complexity into a brutal competitive advantage.” – Tim Sanders
“Success is the sum of small efforts, repeated day in and day out.” – Robert Collier
“Filter everything you’re doing, saying and pitching and you’ll improve just about every metric you care about today.” – Matt Heinz
“Leaders must get across the why as well as the what.” – John Doerr
“If you really look closely, most overnight successes took a long time.” – Steve Jobs
“Success is where preparation and opportunity meet.” – Bobby Unser
“If you want to succeed you should strike out on new paths, rather than travel the worn paths of accepted success.” – John D Rockefeller
“Success is a science; if you have the conditions, you get the result.” – Oscar Wilde
“Numbers alone won’t fix anything. But they will help you identify where the problem is.” – Steli Efti
“If you can’t describe what you are doing as a process, you don’t know what you’re doing.” – Edward Deming
“If you do not have a defined process that moves your people forward so the can achieve greater results, then what is it you are managing?” – Keith Rosen
“Opportunities don’t happen. You create them.” – Chris Grosse
“Stop chasing the money and start chasing the passion.” – Tony Hsieh
“If you are not willing to risk the usual, you will have to settle for the ordinary.” – Jim Rohn
“All progress takes place outside the comfort zone.” – Michael John Bobak
“Success seems to be connected with action. Successful people keep moving. They make mistakes, but they don’t quit.” – Conrad Hilton
“Fall seven times and stand up eight.” – Japanese Proverb
“If you can dream it, you can do it.” – Walt Disney
“When tempted to fight fire with fire, remember that the Fire Department usually uses water.” –
“Age is of no importance unless you’re a cheese.” – Billie Burke