While many variables go into making a successful sales program, it’s fair to say that significant responsibility for the program’s success rests on the shoulders of those who have direct contact with the organization’s prospects. But whether that is the CEO, the head of new business development, a larger sales team or a single salesperson, the secret to success in the sales role often comes down to the same two things: philosophy and perspective.
So, what are the philosophies and perspectives that most support success in sales?
Following is a selection of the most relevant, inspiring and controversial sales insights we could find. We hope you’ll share your favorites with us, as well as your thoughts about which might not be as “true” as they first appear:
“Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life.” – Mary Kay Ash
“To me, job titles don’t matter. Everyone is in sales. It’s the only way we stay in business.” – Harvey Mackay
“People don’t buy for logical reasons. They buy for emotional reasons.” – Zig Ziglar
“Sales are contingent upon the attitude of the salesman – not the attitude of the prospect.” – William Clement Stone
“Value the relationship more than making your quota.” – Jeff Gitomer
“Talk to unhappy customers.” – Linda Sanford
“Remember this. We are always looking for problems to solve, and to solve problems we need to be ready for clues. And you will never be in the receiving frame of mind if you never shut up.” – Chris Murray
“It’s not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.” – Patricia Fripp
“Take more chances than you dare. You’ll make more sales than you expect. That’s the formula.” – Jeff Gitomer
“Trust is the glue of life. It’s the most essential ingredient in effective communication. It’s the foundational principle that holds all relationships.” – Stephen R. Covey
“Confidence and enthusiasm are the greatest sales producers in any kind of economy.” – O.B. Smith
“The best sales questions have your expertise wrapped into them.” – Jill Konrath
“Business opportunities are buses, there’s always another one coming.” – Richard Branson
“It’s easier to explain price once than to apologize for quality forever.” – Zig Ziglar
“Selling to people who actually want to hear from you is more effective than selling to people who don’t.” – Seth Godin
“Becoming well known (at least among your prospects and connections) is the most valuable element in the connection process.” – Jeff Gitomer
“Some will, some won’t. Look for the ones who will.” – Todd Stocker
“Don’t wish it were easier, wish you were better.” – Jim Rohn
“Sales success comes after you stretch yourself past your limits on a daily basis.” – Omar Periu
“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” Zig Ziglar
“Nobody counts the number of ads you run; they just remember the impression you make.” – William Bernbach
“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” – Maya Angelou
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Eliot Wagonheim shares business insights that help companies stay on course. Get our latest blog posts sent right to your inbox. Subscribe using the sign up form here.