It’s the start of a new year and that usually means many sales professionals are looking at the year ahead and wondering how to improve. There’s plenty of advice I can give, but I thought I’d start things off by letting you hear from the experts. Here’s what some of the giants of business and history say. These are 50 of my favorite sales quotes to drive your sales in 2018.
Failure. Let’s start out where you don’t want to be. Or do you? Yes, according to the experts, failing isn’t something to feel bad about as long as you stand back up and try again.
“I never see failure as failure, but only as the game I must play and win.” – Tom Hopkin
“Fall seven times and stand up eight.” – Japanese Proverb
“I am not judged by the number of times I fail, but by the number of times I succeed.” – Tom Hopkins
“The only real mistake is the one from which we learn nothing.” – Henry Ford
“Success is not final; failure is not fatal: It is the courage to continue that counts.” – Winston Churchill
Success doesn’t happen overnight, as Jobs said. Discipline matters. So does planning, patience, and passion. Believe it or not, you were built for this.
“Success is going from failure to failure without loss of enthusiasm.” – Winston Churchill
“If you really look closely, most overnight successes took a long time.” – Steve Jobs
“Discipline drives your dreams toward success.” – Dan Waldschmidt
“Success demands planning, patience, and passion.” – Dan Waldschmidt
“You were designed for accomplishment, engineered for success, and endowed with the seeds of greatness.” – Zig Ziglar
There are no participation trophies in sales. Making it in this business takes effort. But that’s not to say there’s not a more thoughtful way to go about things.
“Our fatigue is often caused not by work, but by worry, frustration, and resentment.” – Dale Carnegie
“Of course you want more revenue, but what good is it if it isn’t predictable?” – Aaron Ross
“The better your lead gen is, the less dependent you are on the quality of your salespeople and process.” – Aaron Ross
“Bad process is better than no process, because you can improve systems but not randomness.” – Aaron Ross
“A goal properly set is halfway reached.” – Abraham Lincoln
Opportunity is always knocking, at least as often as the uptown express. We are all capable of amazing things if we put our mind to it. Remember those sales superstars get the same amount of time as you do. Use it wisely.
“Business opportunities are like buses, there’s always another one coming.” – Richard Branson
“Lack of direction, not lack of time, is the problem. We all have twenty-four hour days.” – Zig Ziglar
“Don’t let what you cannot do interfere with what you can do.” – John Wooden
“There is no man living who isn’t capable of doing more than he thinks he can do.” – Henry Ford
Remember that in the insurance business, it’s all about the customer, your client. Customers want to be listened to, they want to know you care, they want to have a great conversation about them.
“Talk to someone about themselves and they’ll listen for hours.” – Dale Carnegie
“Names are the sweetest and most important sound in any language.” – Dale Carnegie
“Talk to unhappy customers.” – Linda Sanford
“Make a customer, not a sale.” – Katherine Barchetti
“If you want people to know how much you care, show them how much you remember. Learn their names and use them often. It’s an important skill to develop.” – Harvey Mackay
“By getting your customers to agree with you in small steps along the way, you have a better chance of reaching agreement when it’s time to do business.” – Harvey Mackay
“Although your customers won’t love you if you give bad service, your competitors will.” – Kate Zabriskie
The customer relationship often involves you listening quietly. Sometimes people need to hear a question and formulate a response. It gets their brain working. Sometimes the question you ask can trigger a pain point or help a customer recognize a product benefit. If you think it’s important, ask.
“You can win more friends with your ears than with your mouth.” – Harvey Mackay
“Questions are often more effective than statements in moving others.” – Daniel Pink
“Successful people ask a lot more questions during sales calls than do their less successful colleagues.” – Neil Rackham
“Men are moved by two levers only: fear and self-interest.” – Napoleon Bonaparte
“Ask that extra question. It’s that one little extra question that makes the difference.” – Steve Richard
Selling is complicated. If you have a team, it matters how they interact with leads and clients. If you’re on your own, that matters just as much, but the responsibility is all on you. Every sale is unique, but the objections are standard. Lastly, don’t think you’re done just because the deal is closed.
“I think the biggest mistake that sales people make today is that they try to pretend they’re not salespeople.” – Anon.
“The only thing worse than training employees and losing them is not training them and keeping them.” – Zig Ziglar
“You don’t build a business — you build people — and then people build the business.” – Zig Ziglar
“You can’t win an argument. You can’t because if you lose it, you lose it; and if you win it, you lose it.” – Dale Carnegie
“Every sale has five obstacles: no need, no money, no hurry, no desire, no trust.” – Zig Ziglar
“Quality performance (and quality service) starts with a positive attitude.” – Jeffrey Gitomer
“Don’t sell life insurance. Sell what life insurance can do.” – Ben Feldman
“Making the sale is a gateway to a relationship.” – Jeffrey Gitomer
Even with the best aged leads, the way you work with the leads matters. Don’t be afraid of innovative tools and techniques. And don’t be intimidated by growing pains. Innovation has its rewards, but there are often missteps along the way. That’s just part of the game.
“Expect to make some mistakes when you try new and different approaches.” – Harvey Mackay
“You can’t manage what you don’t measure.” – Timo Rein
“Doing what you’ve been doing is going to get you what you’ve been getting.” – Seth Godin
“All progress takes place outside the comfort zone.” – Michael John Bobak
“Don’t find fault, find a remedy.” – Henry Ford
Persevere through difficulties and you will be rewarded. That is one of the great lessons of life. It’s less important how successful you are at the very beginning than how far you go after some serious effort, innovation, and perseverance.
“Anything worth doing is worth doing poorly until you learn to do it well.” – Zig Ziglar
“Never stop testing, and your advertising will never stop improving.” – David Ogilvy
“Never, never, never, never give up!” – Winston Churchill
“Where you start is not as important as where you finish.” – Zig Ziglar
“Most fears of rejection rest on the desire for approval from other people. Don’t base your self-esteem on their opinions.” – Harvey Mackay
“There are no traffic jams on the extra mile.” – Zig Ziglar
There are no traffic jams on the extra mile, particularly when it comes the insurance business and aged leads. More than 90% of sales are found in aged leads. Only a very small portion convert as a fresh lead. Perseverance pays off, especially when you get the right tools and process in place to build up your book of business and drive new sales. But don’t just take my advice. Listen to the experts!
Start your new year off right with a fresh supply of high-quality aged leads from The Aged Lead Store. You’ll find thousands of sortable aged leads, ready to boost your sales, whether your business is auto, life, health, Medicare supplement or homeowners insurance, annuities, auto warranty coverage, mortgage refinance, or solar installation.