Sales Psychology Quotes

I have to have an emotional connection to what I am ultimately selling because it is emotion, whether you are selling religion, politics, even a breath mint.

I think the reason why we got into such idiocy in investment management is best illustrated by a story that I tell about the guy who sold fishing tackle. I asked him, "My God, they're purple and green. Do fish really take these lures?" And he said, "Mister, I don't sell to fish." Investment managers are in the position of that fishing tackle salesman.

Selling more of what you sell has nothing to do with what you sell. It has everything to do with your prospect's wants, needs, fears, goals, values and priorities.

People don't buy what you do, they buy why you do it.

The elections are run by the same guys who sell toothpaste. They show you an image of a sports hero, or a sexy model, or a car going up a sheer cliff or something, which has nothing to do with the commodity, but it's intended to delude you into picking this one rather than another one.

Telling is not selling. Only asking questions is selling.

Pleasing ware is half sold.

The key to moving a maybe to a yes is to make the buyer feel as though other buyers have already said yes. ... It helps if it's true, but it never is. No one wants to be the first yes. Why is this? I don't know, but I think it's anthropological.

Selling is helping people to do what they're already inclined to do.

People don't like to be sold, but they love to buy.

Ask for the sale when the mood is right. The worst possible place is in the prospects' office. Best place is a business breakfast, lunch or dinner. Next best is your office. Next best is a trade show. Ask early, and ask often.

Selling is essentially a transfer of feelings.

When you spend time with potential customers, you get to hear about their struggles firsthand. You see their eyes light up with excitement or darken with confusion. You learn things you would never find in a survey, database, or questionnaire. You learn why people buy.

Most people buy not because they believe, but because the sales person believes.

I figured if I was eccentric looking in Indiana, people would think, 'What is he selling? Let's look in his case.'

The super-salesman neither permits his subconscious mind to "broadcast" negative thoughts nor give expression to them through words, for the reason that he understands that "like attracts like" and negative suggestions attract negative action and negative decisions from prospective buyers.

Each close you use should be an educational process by which you are able to raise the value in the prospect's mind.

Business school professors don't take selling seriously because they don't know how to sell. It's easy to talk about business theory and production time and just-in-time development. Selling is much more difficult.

Successful salesman: someone who has found a cure for the common cold shoulder.

Everything that works in sales has been done already. Just keep track of the crap that you buy, or the awesome stuff that you buy, and decide what was the trigger, and then just sell to people like you. It's really that easy - and that's what I do.

You get all your team together ... and you say, Gentlemen, this week we will be selling tacos, not nachos. Whether they really are tacos doesn't matter. If we tell you guys they are tacos enough times, you'll believe they're tacos.

I went door-to-door selling cable television subscriptions when I was in college. I found it incredibly difficult, doing that kind of sales work. I would have thought I'd be good at it, but I wasn't. It's so easy in acting. Everything falls into place when they write that you're a salesman. People just say yes, and then it's great.

Great marketing is all about telling your story in such a way that it compels people to buy what you are selling.

The product itself should be it's own best salesman. Not the product alone, but the product plus a mental impression, and atmosphere, which you place around it

Listening is the hard part. Listening is the important part. The hot button is in the prospect's response.