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"When you stop talking, you've lost your customer. When you turn your back, you've lost her."
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"If I did sales - my technique would be to hand-seal each deal with gourmet omelets, by Jarod Kintz's secret invisible recipe that I stole."
"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."
"Someone told me that each equation I included in the book would halve the sales."
"Earning the Right is a commitment to be the sales professional that your customer really needs."
"You will never change a prospective customer's mind, my boy. There is a chance that he might make a new decision if enough reliable evidence comes his way, but to do that he has to want to listen - to hear it - and that requires trust and respect."
"Since we know people like to do business with people who are most like themselves, consider this: Excellent sales people understand that "matching and mirroring" another person's body language is a powerful technique and subliminal way to develop trust, build rapport, and make their clients more comfortable and engaging. Subtly mirroring the postures, gestures, and body language of your client inspires a kinship of commonality."
"We all need salespeople who help people with the same enthusiasm shown by a small child describing the best Christmas present EVER."
"You may have an overall target to achieve with each prospect, but if you are going to have an ideal outcome for each call, should you not also have a tolerable outcome to fall back on? Something you are willing to put up with if things don't go completely to plan, but something that still moves things forward ever so slightly?"
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