Powerful Sales Quotes and Why You Should Adopt Them
Why are quotes so powerful? How is it that one sentence can immediately change the way we think or act?
In fact, one great quote can change the world: Here’s an example of a world-changing quote:
“Four score and seven years ago our fathers brought forth on this continent, a new nation, conceived in Liberty, and dedicated to the proposition that all men are created equal. “ - Abraham Lincoln 1863 Gettysburg Address
A quote can also become your personal mantra. They can instantly recall memories of a time or situation that represent exactly what the quote means. It can snap you to attention, remind you of your goals, or light a fire inside of you. That is why they are so powerful.
There are several great quotes that, if adopted, create wildly successful salespeople. We use several quotes in our sales training to help drive execution, create great habits and light that fire. In fact, our founding partner, Mike Jacoutot is so effective at creating theatre in the mind using quotes that they have been dubbed “Jacoutisms.”
Here are a few of our favorite Butler Street sales quotes and why you should adopt them if you want to be a great salesperson!
“A customer objection is merely a request for more information”
Salespeople get objections all day long. Many reps fear objections because they don’t know how to turn the objection into a meaningful conversation. Salespeople should love getting objections for these reasons: Objections mean there is dialogue. Dialogue means that you are building a relationship. Building relationships are required for successful selling.
How you handle the objection is the key skill. We teach a process called LAER (Listen, Acknowledge, Explore, Respond). It helps you turn an objection into a productive and sale-advancing conversation.
We all have challenges. Our “problems” may be that we are falling short of quota, we are losing clients, we are seeing price compressions, etc. We teach our learners the key to success is to stop worrying about your problems and focus on solving your customers’ problems. If you can truly provide solutions that solve your customers’ problems, then they will reward you with revenue and profit. They will become loyal and will provide referrals. If you think about the world from your customers’ operating reality and solve their problems, you will become their trusted advisor. Trusted advisors are successful salespeople.
How often have you lost a sale that you were certain was going your way? Sales is a profession, it takes constant focus on understanding why your buyers are speaking with you and what they are saying. It also takes constant focus on understanding who else your buyers are speaking with and what they are NOT saying to you. The losses come because we didn’t know something. We didn’t know the most important decision criteria, we didn’t know who else was involved, we didn’t know the real problem, we didn’t know who was really the key decision-maker. We teach how to uncover what you don’t know so you can win more and lose a whole lot less.
It’s the million-dollar question, isn’t it? Your prospects and customers are caught in the whirlwind, just like everyone else. A salesperson calling on them is often nothing more than a huge interruption in their day. Successful salespeople have figured out how to add so much value with every conversation, that their customers would be willing to pay them just for the insights they bring. Sounds a lot like consulting doesn’t it? That’s what every successful salesperson does. Brings ideas and advice and thought-leadership to help their clients and prospects cut through the clutter, get out of the whirlwind and begin solving real problems.
Would you ever trust a physician who wrote you a prescription without actually reviewing your symptoms, asking you questions and diagnosing your illness? Why then would a buyer ever trust a salesperson who has a product or service solution for them without ever asking questions to understand the problems, the symptoms and diagnosing how they can improve the situation? All too often salespeople have the answers before ever having a conversation with a customer. Slow down. Ask questions. You’ll build trust and create better solutions and better customer relationships.
Additional stand-out sales quotes that we love include:
“If you are not taking care of your customer, your competitor will.” – Bob Hooey
“The man who will use his skill and constructive imagination to see how much he can give for a dollar, instead of how little he can give for a dollar, is bound to succeed.”– Henry Ford
“The best sales questions have your expertise wrapped into them.” – Jill Konrath
“You’re either growing or your dying, there ain’t no third direction” – Big Tom Callahan, Tommy Boy
Butler Street’s sales training is led by successful executives who have all sat in your seats. We’ve carried a bag. We’ve made the mistakes and made the adjustments. We’ve found the formula for success and it’s our gift to pass it along. If you or your sales team wants to experience success, call us! We’d love to help you grow.
We would also love for you to share some of your favorite quotes and how they have impacted your sales career.
Mary Ann McLaughlin serves as a Managing Partner at Butler Street, a leading management consulting, training and research firm that focuses on client and talent development. Prior to Butler Street, she served in executive roles for 13 years including chief operating officer, president and managing director. A Six Sigma Champion certified executive, McLaughlin leverages her robust process background with 32 years of sales and operational experience.
A recreational triathlete, McLaughlin has completed three marathons (Chicago 2x, Marine Corps) and numerous triathlons. She holds a B.S. in Marketing from Bradley University.