When sales people don’t know what to do, they talk. The ordinary salesperson vomits the presentation onto the Buyer’s desktop.
- Jerry Vass
Quotees Archive
The single reason for a salesperson’s existence is to get the Buyer’s commitment. Just how poor are salespeople at their jobs? In a study of professional sales people (those who sell full time), 50% failed to ask for the buyer’s commitment to buy.
- Jerry Vass
The formula for handling Inherent Objections: 1. Isolate the Objection 2. Minimize the Objection 3. Offset the Objection with Benefits
- Jerry Vass
The Benefits are about the Buyer’s stuff – what your products or services do for Buyers. Do the Benefits make them feel better about life – give them power; make them sexier, prettier, richer, more comfortable or secure, smarter, more competitive? Do they save time, money, fear or hassle?
- Jerry Vass
So you need two professions: the one you have studied all this time, and your other profession the profession of persuasion that allows you to make good use of all those years of education, practice and dues-paying.
- Jerry Vass
Selling is the highest paid profession in the world. Our leaders in business, politics, research and the arts are all great sales people or they have great sales people on their payrolls.
- Jerry Vass
Selling is problem solving, not hustling. Aggressiveness propels you into the mean streets, but ruin sales.
- Jerry Vass
Many salespeople feel that selling is warfare: the buyer is the enemy and words are ammunition…The seller’s advances are turned aside because they are so predictable, amateurish and easily deflected.
- Jerry Vass
Puffery makes you look weak and not very bright. Representation makes you look strong and smart.
- Jerry Vass
People easily confuse skill with personality.
- Jerry Vass
Our leaders in business, politics, research, and the arts are all great salespeople or they have great sales people on their payroll.
- Jerry Vass
Most salespeople won’t stop talking long enough to let the Buyer make a decision.
- Jerry Vass
A key component of the Soft Sell is asking questions that require the Buyer to think and reach inside for the answer so as to reveal needs the Seller can fulfill with a product or service.
- Jerry Vass
Law of Credibility – Don’t say anything you can’t prove. Be able to prove anything you say.
- Jerry Vass
Law of Clarity – If you can’t explain what you sell to a ten-year old child then you don’t know what you sell.
- Jerry Vass
If you learn a profession well and work hard, your future is secure and you will inevitably rise to the top, drive a fast car, and find beautiful people of the opposite sex pursuing you relentlessly. Like so many romantic promises, this is an illusion. What your parents and professors don’t tell you is that the closer you get to the top, the better you must know how to sell because everyone at the top sells better. If you are going to the top of your profession you must sell well, too.
- Jerry Vass
If salespeople don’t probe well for background information, they don’t know how to launch the presentation.
- Jerry Vass
Good talkers often choose to become sales professionals. Unfortunately, they don’t understand that selling well means listening well.
- Jerry Vass
Even if you have a world class idea and want to give it away for the good of humanity, you will have to sell the concept. If you can’t sell it, you’ll be stuck with your idea, poorer for your brilliance and generosity.
- Jerry Vass
Even freebies must be delivered with a certain salesmanship or the receiver does not perceived the true value of the gift.
- Jerry Vass
Don’t say anything you can’t prove.
- Jerry Vass
At your next sales meeting with 20 people, three will take home the money of 17 others. Is it luck, hard work and a great attitude? Or it is persuasive skill – understanding the transactional dynamics of the sales process?
- Jerry Vass
About the only thing ordinary salespeople agree upon is the idea that you must sell yourself first.
- Jerry Vass
