“The key to selling is to – step one – find out what are your clients needs, values, what pain are they looking to resolve … you’re here to fill that need. If you just go out and try and sell something to someone, you’re basically just saying ‘I don’t give a shit about them’ and you’re just gonna ram something down their throat.
Jordan Belfort
I’m not in the business of selling houses. I’m in the business of delivering dreams, shaped as houses.
Phil Dumphy, Modern Family
“A proposition is the answer to the question ‘give me one good reason why I should buy your product’ … A good proposition has three factors: 1) relevance to your target audience; 2) it’s got to be distinctive from what the competition are saying; and 3) it’s got to be demonstrably true. It’s about understanding your customer, your competitor and your product.”
Simon Hayhurst, Coleman Parkes B2B Research
“The role of a sales person as a provider of information – as a walking, talking brochure – is obsolete.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
If dogs don’t like your dog food, the packaging doesn’t matter
Stephen Denny, Strategy and Marketing Consultant
Bite-Sized Marcomms 