“The secret really is observation … observe what is going on … try and figure out how people are thinking. Try and determine their day. Then people will understand [what you’re saying]”
Sam Cooke, when asked the secret of his inspiration and huge success in songwriting
The mind is like a parachute, it has to be open to work.
Frank Zappa, musician and composer
All else being equal, people do business with people they like
Jeffrey Gitomer, author – The Little Red Book of Selling
If the customer doesn’t see his ‘job to be done’ in your product, it’s game over
Clayton Christensen – named by The Economist as ‘the most influential management thinker of his time’
People make the mistake of thinking that the people on the stage are defining something. But what happens if no-one turns up?
Noel Gallagher – singer, songwriter & guitarist – Oasis
To win people over, speak to their wants and needs
Nancy Duarte, communications expert
Science and technology revolutionize our lives, but memory, tradition and myth frame our response.
Arthur M Schlesinger, historian
“The role of a sales person as a provider of information – as a walking, talking brochure – is obsolete. Your true competitive advantage is to be a collector of information. The only way to succeed is to know your buyer better. Not just what is posted on their company website or LinkedIn page, but their hopes, their vision, their fears. The things they reveal only to people they trust. And the only way to get that deep knowledge is by asking the right questions in the right way.”
Paul Cherry, sales effectiveness lecturer