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"Sell the results, not the nuts and bolts."
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"When you stop talking, you've lost your customer. When you turn your back, you've lost her."
"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?"
"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 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."
"You're good salesman, if you make people buyproduct they don't need."
"We all need salespeople who help people with the same enthusiasm shown by a small child describing the best Christmas present EVER."
Explore more quotes by Richie Norton
"Everyone loves the idea of "disruption" in business, but no one likes it when it happens to them."
"Live in a way that helps you lean into your fears, make a difference and live without regret."
"Work is meant to create a desired outcome. If your work is not creating the dream, what are you working on?"
"You can't judge a man by the way he reacts when things go right, but by the way he reacts when things go wrong."
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