A Quote by Neil Rackham
The traditional selling models, methods, and techniques that most of us have been trained to use work best in small sales. For now, let me define small as a sale which can normally be completed in a single call and which involves a low dollar value. Unfortunately, these tried-and-true low-value sales techniques, most of them dating from the 1920s, don't work today.
Related Quotes
God forbid that the United Kingdom should take a lead and introduce a sensible tax system of its own which would probably comprise a very low level of corporation tax - tax on corporate profits - and perhaps a low level of corporate sales tax, because sales are where they are, and sales in this country are sales here, which we can tax here.
China should have a currency which is a much higher value relative to the dollar and other things. What they're doing is keeping it low, artificially low. And I mean seriously artificial. I don't just mean a little bit low. I mean major low.
Traditional sales and marketing involves increasing market shares, which means selling as much of your product as you can to as many customers as possible. One-to-one marketing involves driving for a share of customer, which means ensuring that each individual customer who buys your product buys more product, buys only your brand, and is happy using your product instead of another to solve his problem. The true, current value of any one customer is a function of the customer's future purchases, across all the product lines, brands, and services offered by you.
Network marketing is based purely on relationship selling, which is the state of the art in selling today. Small and large companies throughout the country and the world are realizing that individuals selling to their friends and associates is the future of sales, because the critical element in buying is trust.
Really good customer service will deliver sales. You are training salesmen to give the best possible advice and then to achieve the sale. People actually like you to ask for a sale because it shows you value their business.
Ageing is very exciting. But if I didn't work on ageing, I'd want to work on the brain. There are really cool techniques you can use now. And bioinformatics. The methods you can use for comparing large data sets - that's so powerful.
I think there is a huge difference between writers who have very big sales, and writers who have small sales. Even writers with very high reputations, even Nobel prize winners, often sell in very low figures.
Selling is a person-to-person business. You cannot send the sales manual out to make the sale. Sales manuals have no legs and no voice.
To succeed at selling a losing product, you must develop seriously superior sales techniques. In addition, you have to be massively competitive and incredibly hungry to survive in that environment.
Sales = income. The reason so many people have low incomes is that they are poor at selling.
It's fashionable to use terms like 'sales funnels' to describe the sales process for many companies, and it is true that the funnel design is very appropriate for the digital world, but despite all the prose written on sales funnels and the like, my question is still the same - when do you close your sales, and how long does that take?
I'm not imprisoned in any one medium. In films I use techniques that are not necessarily what other directors attempt. When I write novels I also use techniques which can run counter to those that a novelist would use.
Sales management is the most critical - and underappreciated - role in the sales force. Companies struggle to find something powerful to train sales managers on.
I like pacifists and people who have a heavy emotional identification with deathism and war would probably call me a pacifist, but I am a non-invasivist rather than a non-violentist. That is, I believe that an invaded people have the right to defend themselves by any means necessary. This includes putting ground glass or poison in the invaders' food, shooting at them from ambush, sabotage, the general strike, armed revolution, etc. It's up to the invaded to decide which of these techniques they will use. It's not up to some moralist to tell them which techniques are permissible.
In addition to the social pressures from the scientific community there is also at work a very human trait of individual scientist. I call it the law of the instrument , and it may be formulated as follows: Give a small boy a hammer, and he will find that everything he encounters needs pounding. It comes as no particular surprise to discover that a scientist formulates problems in a way which requires for their solution just those techniques in which he himself is especially skilled.
Salespeople are the most vital people in any business. Without sales, the biggest and most sophisticated companies shut down. Sales are the spark plug in the engine of free enterprise. There is a direct relationship between the success of the sales community and the success of the entire country.
Related Authors
Ayn Rand Quotes
Russian
Writer
C. S. Lewis Quotes
British
Writer
Francois de La Rochefoucauld Quotes
French
Writer
Gilbert K. Chesterton Quotes
English
Writer
H. L. Mencken Quotes
American
Writer
Haruki Murakami Quotes
Japanese
Writer
Kurt Vonnegut Quotes
American
Writer
Leo Tolstoy Quotes
Russian
Writer
Mark Twain Quotes
American
Writer
Mason Cooley Quotes
American
Writer
Ray Bradbury Quotes
American
Writer
Samuel Johnson Quotes
English
Writer
Seth Godin Quotes
American
Writer
Sherrilyn Kenyon Quotes
American
Writer
Suzanne Collins Quotes
American
Writer