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45321af
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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.
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
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Chris Murray |
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e96c9ea
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Solving the problem means helping the customer to understand why you're the best person for the job
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
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Chris Murray |
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2408934
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Don't tell me you're passionate about your job - show me that you're passionate about helping people like me.
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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
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Chris Murray |
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e748e9a
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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.
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
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387005a
|
We all need salespeople who deliver value that wasn't there before they arrived.
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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 |
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95218ad
|
Your target market are more bothered about whether what you sell will get them promoted, sacked, recognised, accepted, praised or laid.
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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 |
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de8d58d
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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?
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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 |
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48ec76a
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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.
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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 |
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69c7403
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22% of current business-to-business salespeople will be replaced by search engines within the next five years.
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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 |
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90d14a6
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Asking the appropriate questions means understanding exactly what your customer is trying to achieve
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
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Chris Murray |
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1924158
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Executing the solution means gaining customer commitment and delivering on your promises
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
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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.
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
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225f47e
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"In many instances, the words "sell" and "influence" are completely interchangeable."
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
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a8906c7
|
We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides.
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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 |
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7d3b95f
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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.
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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 |
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0102ac2
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If what you sell doesn't help me then why are you knocking on my door?
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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 |
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547aad7
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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.
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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 |
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e2c6774
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If you don't earn their trust at the beginning, they sure as hell won't trust you with their money at the end.
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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 |
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5f876ad
|
We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done.
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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 |
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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
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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 |
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a674f9a
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you truly help people with the things that you sell. Once you are aware of that vital piece of information every demonstration, every presentation, every transaction will be delivered with a light shining from your heart. From your heart will shine a beacon that tells all prospects you can truly help and that that is your sole purpose for being there
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help
sales
selling
selling-skills
success
successful
|
Chris Murray |
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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.
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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 |
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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.
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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 |
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ea1abdf
|
"Salespeople need to "Earn the right" to become suppliers more than they ever did before."
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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.
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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 |
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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.
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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.
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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 |
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3cf94c1
|
Great selling involves helping people to make great buying decisions.
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
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cf6725f
|
Customers get exactly what they need, while you hit your sales targets and become incredibly successful - fair deal.
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
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Chris Murray |
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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?
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
|
8f6bfaa
|
Earning the Right is a commitment to be the sales professional that your customer really needs
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
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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.
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
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e421fb8
|
The ability to close sales effectively has never been confined to the last few moments of the conversation.
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |
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6ff8636
|
"The commitment gap is the massive distance between "yes" and "maybe"
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business-advice
business-quotes
business-success
influence
influence-quotes
negotiation
sales
sales-effectiveness
sales-training
salesmanship
selling
selling-skills
selling-tips
|
Chris Murray |