 |
…every extraordinary business knows… that the customer you’ve got is one hell of a lot less expensive to sell to than the customer you don’t have yet.
|
232 |
 |
Most people think that selling is ‘closing.’ It isn’t. Selling is opening.
|
245 |
 |
…advertising doesn’t exist to make you buy a product right away; it exists to embed subtle impressions that will drive sales later.
|
127 |
 |
All salesmen are actors: their priority is persuasion, not sincerity.
|
128 |
 |
If you’ve invented something new but you haven’t invented an effective way to sell it, you have a bad business – no matter how good the product.
|
130 |
 |
…sell yourself, and your success, as a way they can validate their own intelligence and broadcast it to the rest of the company.
|
136 |
 |
At some point it is hard to sell more physical stuff to high earners, yet there is usually just a bit more room to make them feel better.
|
23 |
 |
All successful sales models depend on breaking down the monolithic view of organizations into the disparate people that make them up.
|
88 |
 |
By asking questions and getting to know their customers, givers build trust and gain knowledge about their customers’ needs. Over time, this makes them better and better at selling.
|
140 |
 |
The self-image of the individual in the selling role traps him or her in a neediness mode and often leads to bad deals.
|
23 |
