Everyone needs a little inspiration from time to time.
However, in the dog-eat-dog world of sales, maintaining a positive outlook is essential.
Keep your people focused with a little inspiration from some of the most influential business men and women of our time. Here’s a list of 10 motivational quotes you can share with your team.
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“Nobody likes to be sold to, but everyone likes to buy.” – Dr. Earl Taylor, trainer in leadership, sales and interpersonal and communications skills.
Whichever way you look at it, we’re all consumers. However, we all like to feel that we are in control of each and every buying decision that we make. For this reason, the moment people feel like they are being sold to, many will become immediately less receptive. As a result, pushy sales tactics rarely work.
"90 percent of selling is conviction and 10 percent is persuasion." – Shiv Khera, author and self-help expert.
If you don’t personally believe in the product or service you’re selling, how can expect your prospects to? More than possessing top-notch powers of persuasion, selling is about having faith that what you’re selling can do what you say it can.
“Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the most important part of their job.” – Roy Bartell, sales expert.
At one point or another, we have all encountered a motor-mouth salesperson. You know the type that thinks anyone can be talked into a sale if they somehow manage to find the right combination of words. However, what they don’t realize is that selling is more about listening to what people want and how you can help them.
"One of the best predictors of ultimate success … isn't natural talent or even industry expertise, but how you explain your failures and rejections." – Daniel H. Pink, author of five books about business, work and management.
Rejection is part and parcel of being a salesperson. So, if you want to become good at your job, you will have to learn how to deal with it. Or, better still, you will have to learn how to turn rejection into a positive. What did you learn from the failure? And what can you take from that lesson which will help you to succeed in the future?
"To build a long-term, successful enterprise, when you don't close a sale, open a relationship." – Patricia Fripp, executive speech coach and sales presentation skills trainer.
It’s easy to do, of course, but if you fixate solely on making sales, it can make you a worse salesperson. On the surface, this sounds counterintuitive. However, if you start to see missed sales as the opportunity to start new relationships, there’s every chance you can be successful at a later date.
“As marketing converges with customer service and sales, marketing today is more about helping and less about hyping.” – Joel Book, Salesforce
Segmentation is becoming increasingly rare in the modern workplace, as the line between different departments continues to blur. Consequently, you need to ensure that your team understands exactly what is expected of them to avoid mixed messages across departments.
“Success seems to be connected with action. Successful people keep moving. They make mistakes but they don’t quit.” – Conrad Hilton, American hotelier and founder of the Hilton Hotels chain.
One thing that is common to almost all successful entrepreneurs is that they didn’t give up when faced with adversity. The same can be applied to many successful salespeople. If things don’t go your way, simply try something else.
"Engaging people is about meeting their needs – not yours.” – Tony Robbins, motivational speaker.
A bad sales person is one that concentrates solely on what they want to say. However, a good sales person puts the needs of their customer first and engages with them by listening and reacting to what they say.
“Don’t sell life insurance. Sell what life insurance can do.” – Ben Feldman, American businessman and one of the most prolific salespeople in world history.
Almost every salesperson, at one time or another, has fallen into the trap of selling the features of a product or service, rather than the benefits. However, it’s the benefits and not the features that make a sale. You should always remember to describe how a product and service can help improve a prospect’s life or business when trying to close a sale.
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“People don’t buy for logical reasons. They buy for emotional reasons.” – Zig Ziglar, author, salesman, and motivational speaker.
People are complex and everyone is different. Therefore, a one-size-fits-all sales technique is usually doomed for failure. Instead, a salesperson needs to take the mantle of a would-be psychologist and take the time to understand the reasons why people buy.
Would you like to learn more about best practice sales techniques? Then check out our guides, The Real Cost of Poor Prospecting and the Best Practices of Winning Sales Professionals and Phrases Proven to Kill Rapport and Engagement. Or, you can read more sales quotes on our blog.