Chris Murray

“The ability to close sales effectively has never been confined to the last few moments of the conversation.”

“Did you sell to them or did you simply facilitate their buying from you, hmm? Very different scenarios, my boy, very different indeed.”

“Most men have professions, yet few act like professionals.”

“Let your customers and prospects recommend you to each other and let you competition wish they were you. That is our mission.”

“The salesperson you’d ideally like to be and the salesperson you’d like to encounter as a customer should roughly be the same, shouldn’t they?”

“This is how you must be. You must become as evangelical about your promised outcome as he is about his. You must believe that you, and you alone, have the solution to your prospects problems. Even if they do not recognise those problems themselves.”

“I must turn myself around so that I am viewing life as my prospects see it. Only then can I start addressing their issues, help to prevent their pain, and advise on solutions to their problems.”

“The confidence felt, when dealing with genuine reputation, often outweighs the simplicity of price.”

“You must have realised by now that when one really cares, really tries to help, the other party recognises the fact and, therefore, easily sees the logic in working together for the greater good, for the mutual benefit of both.”

“Solving the problem means helping the customer to understand why you’re the best person for the job”

“Trust me. In a very short time, you will become sought out by those in your network. Initially for your sound advice, but soon after as a provider of service. Few people seek advice about a subject that doesn’t require a solution.”

“Now you learn about the greatest tool available to any salesman. I’m going to give you an introduction into something that will help customers recognise the value of your offer all by themselves.”

“In short, the difference between you and your doctor is that he has a well-designed reputation and you do not.”

“If I can make you feel the same way that I feel about my product or service we'll have a meaningful conversation about it and how it can help. The trouble is that most sales people don't feel anything. Nothing at all.”

“Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on.”

“Reputation is the panacea for those who lack confidence in their own decisions.”

“I will look the part. I will act the part. I will deliver that which I have promised to deliver.”

“A gentleman of ambition is aware of the people he wishes to be associated with both socially and commercially. He knows that moving through different levels of society is akin to stepping through different rooms in an enormous house, each door leading to a grander environment than the last. He may, of course, settle for the comfort of any room he reaches. Alternatively, he may continue through successive doors to surround himself with even greater fineries and riches.”

“Currently, you are approaching each opportunity with a single possible outcome and when that doesn't happen you fool yourself that there was nothing more that you could have done.”

“The only time you have is the where and when of right now. There will always be good times, bad times, hard times, and complete disasters. However, there is no other option but to be where you are, when you are. That is a universal truth for everyone. The important thing is how you respond, what you decide to do, and when you decide to do it.”