Motivation and inspiration can be fleeting especially when you’re a B2B sales professional grinding it out on the phones EVERY DAY. The cold, hard truth is that sometimes – even when you’re crushing it – the fuel to your sales fire can run low, leaving you grasping for anything to get you back on the phones closing deals.
If today is one of those days – a day where you just can’t find enough “juice” to get back to cranking out sales deals – we’re here to help. While these amazing sales quotes did not come from us, they may just get your sales spirit back on track.
So, take a quick breather from your sales routine, and borrow inspiration from sales royalty so that you can get back to kicking ass and taking names.
1. Jim Young (Ben Affleck), The Boiler Room
“There’s no such thing as a no-sale call. A sale is made on every call you make. Either you sell the client some stock or he sells you a reason he can’t. Either way, a sale is made; the only question is who is gonna close? You or him?”
This one probably resonates because it’s true. But we might even extend this a little further – sales are made on EVERY SINGLE interaction you have with a prospect. Your opportunity to close someone is ever present. Every handshake, every LinkedIn message, every Tweet – all present an opportunity to close a deal.
2. Jeffrey Gitomer
“After you listen to a strategy or sales technique, try to use it within the hour. Listening followed by doing leads to mastery.”
You may think you’ve mastered the cold call, but when was the last time you picked up the phone and dialed up a cold account and honed your pitch? Can you explain your value proposition in 30 seconds or less regardless of the prospect or scenario? No?
Pick up the phone right now and practice your elevator pitch. You might fail miserably, but you get the unique opportunity to learn and ACTUALLY get better at your job, which translates to more money in your pocket.
3. Guy Kawasaki
“The biggest titles don’t always have the biggest brains. Instead, go after key influencers.”
The temptation is to go after the big dogs right out of the gate. In fact, we’re all guilty of it. The assumption is that if they’re at the top tier of the Org Chart then they obviously have the most pull. For instance, let’s say you’re trying to sell a cloud storage solution to a CEO, odds are they are absolutely clueless about their own current IT initiatives. Do you know who does know? The VP of IT and his colleagues. Slide a little further down the totem pole, and start pitching those with real influence over IT spending.
4. Trish Bertuzzi
“The customer doesn’t care about features – they care about you solving their problems.”
There’s sage wisdom here. It doesn’t matter how awesome you think your product is, if it’s not solving a real business problem for your prospects RIGHT NOW, they won’t even bother. You need to come to the table with some context about their pain points. This sets you up to have a truly impactful conversation that positions you as both problem solver and ally.
5. Richard Branson
“Business opportunities are like buses, there’s always another one coming.”
If you don’t know who Richard Branson is, it might be high time to step out of the office and get some air. In a nutshell, he’s a British guy who is most famous for being ridiculously rich. According to Forbes, his net worth is somewhere in the $5 Billion range.
But beyond his reputation for being a filthy rich businessman, he’s well known for seizing opportunities. His empire is built on the reality that opportunities you seize are the ones you act upon very quickly. In other words, he has a very real sense that every single day he has an opportunity to blow his own sales and business goals out of the water.
How do you feel? Are you ready to hit the ground running? Before you pick up the phone, put your best foot forward with the right data to help you talk to the right people at your target accounts.
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