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"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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"You're good salesman, if you make people buyproduct they don't need."
"At St. Francis de Sales in Atlanta, we do not have an organ. We do not have rehearsals during the week. We do not have a professional choir."
"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."
"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."
"We all need salespeople who help people with the same enthusiasm shown by a small child describing the best Christmas present EVER."
"Someone told me that each equation I included in the book would halve the sales."
Explore more quotes by Chris Murray
"The reward for living my life in this manner? An existence like that of a seagull picking up scraps from the back of a fishing boat. Surviving day to day. Nothing left for tomorrow and no idea what tomorrow should be."
"The ability to close sales effectively has never been confined to the last few moments of the conversation."
"Let your customers and prospects recommend you to each other and let you competition wish they were you. That is our mission."
"Sometime in the future, when business slumps and there appears to be no solution in sight, you will hear others moaning about and blaming the things that are completely out of their control, wasting hour after hour on elements, which cannot be changed. Meanwhile, you, my boy, you will be focusing your efforts on the only thing that matters. The response which ensures you reach your destination."
"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."
"Explain the value and justify the cost - People don't mind paying, they just don't like to overpay."
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