Chris Murray

“You listen like an amateur and fool yourself into believing it is enough when it is not.”

“Falling has become far more terrifying to me than rising.”

“I’ll record what I’ve learnt on the subject of what I sell. What it actually is means little to anyone other than me, but what it does and how it helps, means everything to those who require it.”

“That which is currently beyond your capabilities now, does not have to be so forever”

“I need a first-class reputation”

“So you can speak, can you? Well, that’s going to stand you out from the rest of the crowd, isn’t it? No. Sorry, my boy. The ability to speak does not a salesman make”

“Well, at the risk of sounding a bit harsh…I think we can safely say that your recent successes could have just as easily been achieved by a mute monkey in a tiny business suit, holding up a written explanation of whatever it was the monkey was attempting to sell”

“What you deserve will be down to you, and you alone.”

“Think upon the numbers I have been sharing with you. Of your competitors, five out of ten will do little more than take their customer's money immorally. A further three out of ten will leave them dissatisfied.”

“Perception number one, how you want people to think about you when you arrive and perception number two, how you want them to talk about you once you have left.”

“I want you to start realising how far away you are from being able to listen professionally.”

“In this wonderful modern age, if you know what you want, you can just reach out and, with the click of a mouse, take complete control of your entire buying and shopping experience.”

“If you woke before dawn one morning with the formula for a vaccine, which would cure the most ghastly disease currently known to man, releasing millions from an agonising death, would you roll over and resume sleeping until daylight?”

“We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides.”

“Speaking from the heart is simple. Listening wholeheartedly, however, is much, much more difficult and most rare.”

“Trust me. If you do not decide where you are heading, and refuse to take the appropriate action, you will end up being shaped into what others would have you become. Then any change will not be made for your benefit but for theirs.”

“You can only see your current horizon. Every time you move nearer to your desired destination, new horizons will become clear. New, previously hidden, opportunities will come into view.”

“Men constantly miscalculate what they can do in a day, and grossly underestimate what can be achieved in a year.”

“Like the evangelist, I will shine with the light I have been shown, recognise that I have the ultimate solution for all my prospects, nurture that feeling deep within, and repeat the words to myself every day, until there is no doubt in my mind that keeping such good news hidden would be the very worst type of sin.”

“Salespeople need to “Earn the right” to become suppliers more than they ever did before.”