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You are never too old to set another goal or to dream a new dream.
You are what you repeatedly do. Excellence, then, is not an act, but a habit.
You can have everything in life you want, if you will just help enough other people get what they want.
You can't build a reputation on what you are going to do.
You can’t propose a mutually beneficial business relationship if you can’t understand their business.
You don’t close a sale; you open a relationship if you want to build a long term, successful enterprise.
You don’t need a big close, as many sales reps believe. You risk losing your customers when you save all the good stuff for the end. Keep the customer actively involved throughout the presentation, and watch your results improve.
You just can't beat the person who never gives up.
You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.
You miss 100% of the shots you don’t take.
You need to be able to paint a picture in a conversation. The lost part of sales is the storytelling side.
You need to let the little things that would ordinarily bore you suddenly thrill you.
You only live once, but if you do it right, once is enough.
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.
You’ve got enemies? Good, that means you stood up for something in your life.
Treat your salesperson like you would treat your most important customer—because he is!
True nobility is being superior to your former self.
Trust is the glue of life. It’s the most essential ingredient in effective communication. It’s the foundational principle that holds all relationships.
Trying is winning in the moment.
Value the relationship more than making your quota.
We cannot solve our problems with the same thinking we used when we created them.
We generate fears while we sit. We overcome them by action.
We herd sheep, we drive cattle, we lead people. Lead me, follow me, or get out of my way.
Well done is better than well said.
What differentiates sellers today is their ability to bring fresh ideas.
What we dwell on is who we become.
What you focus on is what you get.
What you lack in talent can be made up with desire, hustle, and giving 110% all the time.
Whatever you are, be a good one.
When a team takes ownership of its problem, the problem gets solved.
When reps take the role of a curious student rather than an informed expert, buyers are much more inclined to engage.
When you're good at something, you'll tell everyone. When you're great at something, they'll tell you.
Whenever an individual or a business decides that success has been attained, progress stops.
Whether you think you can or you think you can't, you're right.
Winning isn’t everything, but wanting to win is.
The one thing you’re putting off or dreading? That’s your brain telling you it’s the thing you need to do most and next. Get it done. Stop dreading. Do.
The only question is whether you’re going to do it today or tomorrow. If you keep saying you’re going to do it tomorrow, you’ll never do it. You have to get on it today.
The ordinary focus on what they’re getting. The extraordinary think about who they’re becoming.
The questions you ask are more important than the things you could ever say.
The real problem with closing is not adequately defining or diagnosing the prospect’s problems in the first place.
The road to Easy Street goes through the sewer.
The sales compensation plan is Batman, the sales contest is Robin.
The secret of getting ahead is getting started.
The story is the heart of the sale.
The successful warrior is the average man, with laser like focus.
The vision of a champion is bent over, drenched in sweat, at the point of exhaustion, when nobody else is looking.
The way to get started is to quit talking and begin doing.
There are no limits to what you can accomplish, except the limits you place on your own thinking.
There are three choices in life: be good, get good, or give up.
There is always room at the top.
There is little success where there is little laughter.
There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.
There is no magic to closing. There are no magic phrases. Closing the deal is completely dependent on the situation.
Train your prospects to pay attention and to open and read emails that you send. Don’t encourage them to ignore or delete your messages because they are of inconsistent or no value to them.
Success is a science; if you have the conditions, you get the result.
Success is never final. Failure is never fatal. It is courage that counts.
Success is often achieved by those who don’t know that failure is inevitable.
Success is the sum of small efforts, repeated day in and day out.
Success is where preparation and opportunity meet.
Success occurs when opportunity meets preparation.
Success seems to be connected with action. Successful people keep moving. They make mistakes but they don’t quit.
Successful people ask a lot more questions during sales calls than do their less successful colleagues.
Successful people do what unsuccessful people are not willing to do. Don’t wish it were easier; wish you were better.
Talking isn’t selling and selling isn’t closing.
The best salespeople know that their expertise can become their enemy in selling. At the moment they are tempted to tell the buyer what ‘he needs to do,’ they instead offer a story about a peer of the buyer.
The best salespeople wonder what it would be like to be in the other person’s shoes. They know they can’t play that game unless they continually strive to train themselves in how we as human beings communicate.
The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.
The difference between involvement and commitment is like ham and eggs. The chicken is involved; the pig is committed.
The harder the conflict, the more glorious the triumph.
The key is not to call the decision maker. The key is to have the decision maker call you.
The major difference between successful and unsuccessful people is that the former look for problems to resolve, whereas the latter make every attempt to avoid them.
The most difficult thing is the decision to act, the rest is merely tenacity. The fears are paper tigers. You can do anything you decide to do. You can act to change and control your life; and the procedure, the process is its own reward.
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.
Prospecting. Find the man with the problem.
Prospects are making their purchase decision based on whether they think you understand their problems and you have the knowledge, resources, and commitment to solving them.
Quality performance starts with a positive attitude.
Sales are contingent upon the attitude of the salesman, no the attitude of the prospect.
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.
Sales is not about selling anymore, but about building trust and educating.
Sales is the most important aspect of a company, which in turn is about how well you treat your customer and stay ahead of your customer’s requirements.
Sales success comes after you stretch yourself past your limits on a daily basis.
Sales success comes from the right balance of quality human interaction and appropriate use of supplemental tools.
Selling is essentially a transference of feelings.
Selling is really about having conversations with people and helping improve their company or their life. If you look at it like that, selling is a very admirable thing to do.
Selling through social channels is the closest thing to being a fly on the wall in your customers, prospects and competitors’ world.
Setting goals is the first step in turning the invisible into the visible.
Sometimes the most influential thing we can do is listen.
Stop saying ‘later.’ You WON’T do it later. Do it or decide not to do it.
Strategy is indeed about choosing what not to do as well as what to do. A business unit needs to decide what need it aims to satisfy in what group of people and with what value proposition that distinguishes the business from its competitors.
Success depends upon previous preparation, and without such preparation, there is sure to be failure.
Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no hope at all.
Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the most important part of their job.
Motivation will almost always beat mere talent.
Never confuse activity with accomplishment
Never sacrifice who you are, just because someone has a problem with it.
Ninety percent of selling is conviction and 10 percent is persuasion.
No matter how deep a study you make. What you really have to rely on is your own intuition and when it comes down to it, you really don’t know what’s going to happen until you do it.
No one can make you feel inferior without your consent.
Nothing is impossible; the word itself says 'I'm possible!'
Numbers alone won’t fix anything. But they will help you identify where the problem is.
Often when you think you're at the end of something, you're at the beginning of something else.
On any given Monday I am one sale closer and one idea away from being a millionaire.
Once you replace negative thoughts with positive ones, you’ll start having positive results.
One of the best predictors of ultimate success … isn't natural talent or even industry expertise, but how you explain your failures and rejections.
Opportunities are usually disguised as hard work, so most people don’t recognize them
Opportunities don’t happen. You create them.
Our greatest weakness lies in giving up. The most certain way to succeed is to try just one more time.
Outstanding people have one thing in common: An absolute sense of mission.
Practice is just as valuable as a sale. The sale will make you a living; the skill will make you a fortune.
In the middle of every difficulty lies opportunity.
Innovation distinguishes between a leader and a follower.
Internalize the Golden Rule of sales that says: All things being equal, people will do business with, and refer business to, those people they know, like and trust.
It ain't over 'til it's over.
It is not necessary to do extraordinary things to get extraordinary results.
It is 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.
It’s no longer about interrupting, pitching and closing. It is about listening, diagnosing and prescribing.
It’s not about having the right opportunities. It’s about handling the opportunities right.
Keep your sales pipeline full by prospecting continuously. Always have more people to see that you have time to see them.
Killer Salespeople Uncover True Problems Behind Desired Solutions.
Leaders must be close enough to relate to others, but far enough ahead to motivate them.
Leaders must get across the why as well as the what.
Leadership belongs to those who take it.
Leadership is a choice, not a position.
Lean in, speak out, have a voice in your organization, and never use the word 'sorry.'
Learn from the mistakes of others. You can't live long enough to make them yourself.
Learn the rules like a pro, so you can break them like an artist.
Life shrinks or expands in proportion to one's courage.
Make a customer, not a sale.
Missing a train is only painful if you run after it! Likewise, not matching the idea of success others expect from you is only painful if that’s what you are seeking.
I will never quit. I persevere and thrive on adversity. My Nation expects me to be physically and mentally stronger than my enemies. If knocked down, I will get back up, every time. I will draw on every remaining ounce of strength to protect my teammates and to accomplish our mission. I am never out of the fight.
I'd rather regret the things I've done than regret the things I haven't done.
I'm not a product of my circumstances. I am a product of my decisions.
If we had no winter, the spring would not be so pleasant: if we did not sometimes taste of adversity, prosperity would not be so welcome.
If you aim at nothing, you will hit it every time.
If you are not taking care of your customer, your competitor will.
If you are not too large for the place you occupy, you are too small for it.
If you are working on something that you really care about, you don’t have to be pushed. The vision pulls you.
If you aren’t going all the way, why go at all?
If you can’t describe what you are doing as a process, you don’t know what you’re doing.
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?
If you don’t believe in what you’re selling, neither will your prospect.
If you don’t give up on something you truly believe in, you will find a way.
If you harness the power of innovation, you’ll convert sales complexity into a brutal competitive advantage.
If you want to succeed you should strike out on new paths, rather than travel the worn paths of accepted success.
If you're going through hell, keep going.
If you’re not making mistakes, then you’re not doing anything.
If you’re offered a seat on a rocket ship, don’t ask what seat! Just get on.
If your sales have tanked, maybe the issue is not your lack of sales skills, but you are rushing the knowing and trusting aspects of the buying process.
For every sale you miss because you were too enthusiastic, you’ll miss a hundred because you weren’t enthusiastic enough.
Fortune favors the bold.
Great salespeople are relationship builders who provide value and help their customers win.
Great things are done by a series of small things done together.
Grit, in a word, is stamina. But it’s not just stamina in your effort. It’s also stamina in your direction, stamina in your interests. If you are working on different things but all of them very hard, you’re not really going to get anywhere. You’ll never become an expert.
Hard work is about risk. It begins when you deal with the things that you’d rather not deal with: fear of failure, fear of standing out, fear of rejection. Hard work is about training yourself to leap over this barrier, drive through the other barrier. And after you’ve done that, to do it again the next day.
High expectations are the key to everything.
How you sell matters. What your process is matters. But how your customers feel when they engage with you matters more.
Humor is the universal solvent against the abrasive elements of life.
I am hitting my head against the walls, but the walls are giving way.
I am not a product of my circumstances. I am a product of my decisions.
I am who I am today because of the choices I made yesterday.
I attribute my success to this: I never gave or took any excuse.
I don't like that man. I must get to know him better.
I fear not the man who has practiced 10,000 kicks once, but I fear the man who has practiced one kick 10,000 times.
I got lucky because I never gave up the search. Are you quitting too soon? Or are you willing to pursue luck with a vengeance?
I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard.
I never lose. I either win or learn.
I never see failure as failure, but only as the game I must play and win.
Don’t find customers for your products, find products for your customers.
Don’t measure yourself by what you have accomplished, but by what you should have accomplished with your ability.
Don’t say you don’t have enough time. You have exactly the same number of hours per day that were given to Pasteur, Michelangelo, Mother Teresa, Helen Keller, Leonardo da Vinci, Thomas Jefferson, and Albert Einstein.
Don’t sell life insurance. Sell what life insurance can do.
Don’t watch the clock; do what it does. Keep going.
Don’t wish it were easier, wish you were better.
Dream big! There are no limitations to how good you can become or how high you can rise except the limits you put on yourself.
Every email is an opportunity to test a different benefit or angle.
Every sale has five obstacles: no need, no money, no hurry, no desire, no trust.
Everything you’ve ever wanted is on the other side of fear.
Excellence is not a skill. It’s an attitude.
Expect to make some mistakes when you try new and different approaches.
Failure will never overtake me if my determination to succeed is strong enough.
Faith is taking the first step even when you don’t see the whole staircase.
Fall down seven times and stand up eight.
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.
Filter everything you’re doing, saying and pitching through the customer point of view, and you’ll improve just about every metric you care about today.
For a leader, getting results is more important than getting credit.
Before LinkedIn and other social networks, in the sales world, ABC stood for Always Be Closing. Now it means Always Be Connecting.
Begin always expecting good things to happen.
Beware of monotony; it's the mother of all deadly sins.
Big shots are only little shots who keep shooting.
Buyers do business with you, not with your company and not with your technology.
Buyers don’t believe anything you have to say to them about your product or service until they first believe in you.
Care enough to create value for customers. If you get that part right, selling is easy.
Catch a man a fish, and you can sell it to him. Teach a man to fish, and you ruin a wonderful business opportunity.
Change before you have to.
Companies should be selling ideas more than benefits. Sell Ideas. Not stuff.
Courage is not having the strength to go on; it is going on when you don't have the strength.
Do you want to know who you are? Don't ask. Act! Action will delineate and define you.
Don't be afraid to give up the good to go for the great.
Don't bother telling the world you are ready. Show it. Do it.
Don't let what you cannot do interfere with what you can do.
Don't watch the clock; do what it does. Keep going.
Don’t celebrate closing a sale, celebrate opening a relationship.
Don’t expect to be motivated every day to get out there and make things happen. You won’t be. Don’t count on motivation. Count on Discipline.
‘I can’ is 100 times more important than IQ.
A fool thinks himself to be wise, but a wise man knows himself to be a fool.
A goal is a dream with a deadline.
A mediocre idea that generates enthusiasm will go further than a great idea that inspires no one.
A salesperson’s ethics and values contribute more to sales success than do techniques or strategies.
A straightforward way to show buyers that you genuinely like them is to identify something about them that you sincerely appreciate.
A successful man is one who can lay a firm foundation with the bricks that others throw at him.
Accountability breeds responsibility.
Act as if what you do makes a difference. It does.
All men dream, but not equally. Those who dream by night in the dusty recesses of their minds, wake in the day to find it was in vanity: but the dreamers of the day are dangerous men, for they may act on their dreams with open eyes, to make them possible.
Almost every successful person begins with two beliefs: the future can be better than the present, and I have the power to make it so.
Always do your best. What you plant now, you will harvest later.
An effective process has the reps thinking in terms of ‘them’ as opposed to ‘us.’
And I urge you to please notice when you are happy, and exclaim or murmur or think at some point, 'If this isn't nice, I don't know what is.
Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service.
Authentic marketing is not the art of selling what you make but knowing what to make. It is the art of identifying and understanding customer needs and creating solutions that deliver satisfaction to the customers, profits to the producers and benefits for the stakeholders.
Be an example. Are you prompt? Are you professional? Are you engaged? As sales leaders, we have to set the bar high for ourselves as well as our teams.
Be miserable. Or motivate yourself. Whatever has to be done, it's always your choice.
Become the person who would attract the results you seek.
