|
83994ab
|
"Jobs and Clow agreed that Apple was one of the great brands of the world, probably in the top five based on emotional appeal, but they needed to remind folks what was distinctive about it. So they wanted a brand image campaign, not a set of advertisements featuring products. It was designed to celebrate not what the computers could do, but what creative people could do with the computers. " This wasn't about processor speed or memory," Jobs recalled. " It was about creativity." It was directed not only at potential customers, but also at Apple's own employees: " We at Apple had forgotten who we were. One way to remember who you are is to remember who your heroes are. That was the genesis of that campaign." --
|
|
business-success
business-culture
|
Walter Isaacson |
|
af0152f
|
"Jobs and Clow agreed that Apple was one of the great brands of the world, probably in the top five based on emotional appeal, but they needed to remind folks what was distinctive about it. So they wanted a brand image campaign, not a set of advertisements featuring products. It was designed to celebrate not what the computers could do, but what creative people could do with the computers. " This wasn't about processor speed or memory," Jobs recalled. " It was about creativity." It was directed not only at potential customers, but also at Apple's own employees: " We at Apple had forgotten who we were. One way to remember who you are is to remember who your heroes are. That was the genesis of that campaign."
|
|
business-success
business-culture
|
Walter Isaacson |
|
2408934
|
Don't tell me you're passionate about your job - show me that you're passionate about helping people like me.
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
salespeople
passionate
business-success
shopping
value
business-advice
sales
sales-training
negotiation
helping
|
Chris Murray |
|
45321af
|
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.
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
e96c9ea
|
Solving the problem means helping the customer to understand why you're the best person for the job
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
95218ad
|
Your target market are more bothered about whether what you sell will get them promoted, sacked, recognised, accepted, praised or laid.
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
salespeople
business-success
shopping
value
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
de8d58d
|
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?
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
salespeople
business-success
shopping
value
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
48ec76a
|
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.
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
salespeople
business-success
price
shopping
cost
value
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
387005a
|
We all need salespeople who deliver value that wasn't there before they arrived.
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
salespeople
business-success
shopping
value
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
e748e9a
|
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.
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
1924158
|
Executing the solution means gaining customer commitment and delivering on your promises
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
50cd4a2
|
Earn the Right - Ensure you put this chunk of Sales Tetris in place first and all the other pieces just take their own positions naturally.
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
225f47e
|
"In many instances, the words "sell" and "influence" are completely interchangeable."
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
a8906c7
|
We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides.
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
salespeople
business-success
shopping
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
7d3b95f
|
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.
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
salespeople
business-success
shopping
value
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
0102ac2
|
If what you sell doesn't help me then why are you knocking on my door?
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
salespeople
business-success
shopping
value
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
547aad7
|
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.
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
business-success
shopping
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
e2c6774
|
If you don't earn their trust at the beginning, they sure as hell won't trust you with their money at the end.
|
|
money
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
5f876ad
|
We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done.
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
integrity
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
empathy
trust
honesty
business-quotes
buying
customers
salespeople
business-success
work-ethic
shopping
business-advice
humility
sales
sales-training
negotiation
|
Chris Murray |
|
04fdfe1
|
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
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
salespeople
business-success
shopping
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
69c7403
|
22% of current business-to-business salespeople will be replaced by search engines within the next five years.
|
|
money
business-to-business
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
business-success
shopping
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
90d14a6
|
Asking the appropriate questions means understanding exactly what your customer is trying to achieve
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
ea1abdf
|
"Salespeople need to "Earn the right" to become suppliers more than they ever did before."
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
business-success
shopping
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
1888533
|
If you sound like a contestant from The Apprentice or if the customer believes that they are being sold AT, you have already failed.
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
business
business-success
shopping
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
03638e6
|
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.
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
salespeople
business-success
shopping
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
b675d01
|
Ignore the people who say that the sales industry needs to become professionalised: it already has.
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
salespeople
business-success
shopping
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
3cf94c1
|
Great selling involves helping people to make great buying decisions.
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
cf6725f
|
Customers get exactly what they need, while you hit your sales targets and become incredibly successful - fair deal.
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
becdc22
|
Why do customers (and that includes you and me) find it so difficult to recall more than a couple of occasions when they felt that they were treated exceptionally by the salespeople who dealt with them?
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
8f6bfaa
|
Earning the Right is a commitment to be the sales professional that your customer really needs
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
3d1d8fd
|
If customers don't trust you to help them at the beginning of the sales process, they certainly won't trust you with their money at the end of it.
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
e421fb8
|
The ability to close sales effectively has never been confined to the last few moments of the conversation.
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
6ff8636
|
"The commitment gap is the massive distance between "yes" and "maybe"
|
|
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
business-quotes
business-success
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
df39e32
|
I can't and won't promise you magic sales fairy dust or the Jedi Mind Trick for salespeople - they simply don't exist.
|
|
money
business-to-business
buying-decision
buying-decision-quote
earn-the-right
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
salespeople
business-success
jedi
shopping
value
business-advice
sales
sales-training
negotiation
|
Chris Murray |
|
1a99297
|
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.
|
|
money
influence-quotes
salesmanship
selling-skills
selling-tips
sales-effectiveness
selling
influence
trust
business-quotes
buying
customers
business-success
shopping
business-advice
sales
sales-training
negotiation
|
Chris Murray |