|
0058b6a
|
"Gabe scratched his double chin. "Maybe if you hurry with the seven-layer dip...And maybe if the kid apologizes for interrupting my poker game." Maybe if I kick you in your soft spot, I thought. And make you sing Soprano for a week."
|
|
negotiation
percy-jackson
|
Rick Riordan |
|
b72232f
|
Let us never negotiate out of fear. But let us never fear to negotiate
|
|
compromise
inspirational
negotiation
|
John Fitzgerald Kennedy |
|
556c285
|
We cannot negotiate with people who say what's mine is mine and what's yours is negotiable.
|
|
egotism
greed
negotiation
|
John F. Kennedy |
|
53567b0
|
Where two principles really do meet which cannot be reconciled with one another, then each man declares the other a fool and a heretic
|
|
heretics
ideas
negotiation
|
Ludwig Wittgenstein |
|
afcd764
|
"The most important thing a man has to tell you is what he's not telling you," he said. "The most important thing he has to say is what he's trying not to say."
|
|
negotiation
|
Robert A. Caro |
|
d43c65c
|
"But the uproar this caused was nothing compared with the uproar when Katronia noticed [Rosie] had also cut her eyelashes. Various negotiations (including, finally, such desperate measures as "supposing you ever want to eat again") eventually produced the grudging promise that, in return for Katronia keeping her hair cut short, she would leave her eyelashes alone."
|
|
negotiation
|
Robin McKinley |
|
cc20431
|
It was a monumental achievement that the serpentine tc'a had once upon a time gotten the knnn to understand the concept of trade: so nowadays knnn simply contacted a station, rushed onto its methane-dock and deposited whatever they liked, grabbed whatever they wanted and left. This was an improvement over their former behavior, in which they simply looted and left.
|
|
funny
negotiation
piracy
trade
|
C.J. Cherryh |
|
2408934
|
Don't tell me you're passionate about your job - show me that you're passionate about helping people like me.
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
helping
influence
influence-quotes
money
negotiation
passionate
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
value
|
Chris Murray |
|
e96c9ea
|
Solving the problem means helping the customer to understand why you're the best person for the job
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
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.
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
|
95218ad
|
Your target market are more bothered about whether what you sell will get them promoted, sacked, recognised, accepted, praised or laid.
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
value
|
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.
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
|
387005a
|
We all need salespeople who deliver value that wasn't there before they arrived.
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
value
|
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?
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
value
|
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.
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
cost
customers
earn-the-right
influence
influence-quotes
money
negotiation
price
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
value
|
Chris Murray |
|
d5c6625
|
"One sticking point was that Jobs wanted his payout to be in cash. Amelio insisted that he needed to "have skin in the game" and take the payout in stock that he would agree to hold for at least a year." Jobs resisted. Finally, they compromised: Jobs would take $120 million in cash and $37 million in stock, and he pledged to hold the stock for at least six months."
|
|
negotiation
opportunity
patience
risk
|
Walter Isaacson |
|
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.
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
shopping
trust
|
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.
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
trust
|
Chris Murray |
|
5f876ad
|
We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done.
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
empathy
honesty
humility
influence
influence-quotes
integrity
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
work-ethic
|
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
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
|
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.
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
value
|
Chris Murray |
|
a8906c7
|
We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides.
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
|
Chris Murray |
|
225f47e
|
"In many instances, the words "sell" and "influence" are completely interchangeable."
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
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.
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
|
bf75814
|
You have no position from which to negotiate. Certain things will be done. You will comply willingly, your compliance will be forced, or we will act without you.
|
|
force
negotiation
|
Frank Herbert |
|
1924158
|
Executing the solution means gaining customer commitment and delivering on your promises
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
|
69c7403
|
22% of current business-to-business salespeople will be replaced by search engines within the next five years.
|
|
business-advice
business-quotes
business-success
business-to-business
buying
customers
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
shopping
trust
|
Chris Murray |
|
90d14a6
|
Asking the appropriate questions means understanding exactly what your customer is trying to achieve
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
|
0102ac2
|
If what you sell doesn't help me then why are you knocking on my door?
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
value
|
Chris Murray |
|
8f6bfaa
|
Earning the Right is a commitment to be the sales professional that your customer really needs
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
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.
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
|
e421fb8
|
The ability to close sales effectively has never been confined to the last few moments of the conversation.
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
|
6ff8636
|
"The commitment gap is the massive distance between "yes" and "maybe"
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
|
05da2a1
|
"determining the essence of different points of view (what Lyndon Johnson called "listening"),"
|
|
negotiation
|
Robert A. Caro |
|
acd4874
|
He could follow someone's mind around, and get where it was going before the other fellow knew where it was going.
|
|
listening
negotiation
|
Robert A. Caro |
|
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.
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
jedi
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
value
|
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.
|
|
business-advice
business-quotes
business-success
buying
customers
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
shopping
trust
|
Chris Murray |
|
ea1abdf
|
"Salespeople need to "Earn the right" to become suppliers more than they ever did before."
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
shopping
trust
|
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.
|
|
business
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
shopping
trust
|
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.
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
|
Chris Murray |
|
b675d01
|
Ignore the people who say that the sales industry needs to become professionalised: it already has.
|
|
business-advice
business-quotes
business-success
business-to-business
buying
buying-decision
buying-decision-quote
customers
earn-the-right
influence
influence-quotes
money
negotiation
sales
sales-effectiveness
sales-training
salesmanship
salespeople
selling
selling-skills
selling-tips
shopping
trust
|
Chris Murray |
|
3cf94c1
|
Great selling involves helping people to make great buying decisions.
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
|
cf6725f
|
Customers get exactly what they need, while you hit your sales targets and become incredibly successful - fair deal.
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
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?
|
|
business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |