Claude Whitacre > Quotes

“People tend to do what they are told to by people in authority. Are you perceived as an expert?”
― Claude Whitacre, One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call

“Everything is to your advantage. You just need to figure out How.”
― Claude Whitacre, One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call

“What will kill rapport; Bragging. Interrupting. Trying to show that you are smarter than they are. Insulting your competitors. Saying something negative about a previous buying decision they have made. Showing that you are not really listening to what they are saying.”
― Claude Whitacre, One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call

“Do the prospects see that you are giving them a huge pile of benefits, specific to their needs, for a small pile of money?”
― Claude Whitacre, One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call

“Wouldn't it be smarter to close after the prospect wants to buy? Wouldn't that be easier? Let the prospect discover that they want your offer. How? Want to know what real rapport is? Real rapport is selling at the speed that the prospect wants to buy.”
― Claude Whitacre, One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call

“If you are making repeated callbacks to a prospect, you are chasing them. And that’s not what Advisors do. It’s not what Authorities do. It’s not what Friends do.”
― Claude Whitacre, One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call

“You put the hook (and bait) in the water. You wait until there is a nibble. Then you wait a little longer until the fish decides to bite the hook. Then you wait a few seconds more until the fish is committed to eating that bait. Then you pull the line out of the water. And you'll nearly always have a fish.”
― Claude Whitacre, One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call

“I recommend is asking questions and listening to the answers. This develops rapport. This gives you information you need to help make the sale. This makes you look professional, and caring. This makes them want to buy from you.”
― Claude Whitacre, One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call

“It's rapport when you are both on the same side. Aren't you on the same side?...fighting against low profits for your client? Fighting with him/her to make their business more profitable? To make their lives better? To make life more comfortable? Easier? That's rapport.”
― Claude Whitacre, One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call

“The higher you can get the prospect up the trust ladder before you see them, the faster and more effortless the sale.”
― Claude Whitacre, One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call

“There are prospects that are trying to find what you sell, right now. This is what we normally think of as an easy sale.”
― Claude Whitacre, Sales Prospecting: The Ultimate Guide To Referral Prospecting, Networking, Social Contact Marketing, Telephone Prospecting, And Cold Calling To Find Highly Likely Prospects You Can Close In One Call.

“Sources Of Customers, Best To Worst 1st Your existing customers 2nd Referrals from your happy customers 3rd Your company’s existing customers 4th Your competitor’s existing customers. Follow the salesman. (You’re going to love this!) 5th That great customer with an immediate need. Direct mail...cold calling 6th People who buy from your method of selling… in-home, mail, referral. 7th Pretty much the other 94% of the world.”
― Claude Whitacre, Sales Prospecting: The Ultimate Guide To Referral Prospecting, Networking, Social Contact Marketing, Telephone Prospecting, And Cold Calling To Find Highly Likely Prospects You Can Close In One Call.

“If possible in any way, accept responsibility for any mistake on the customer's end.”
― Claude Whitacre, One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call

“if the prospect likes you, trusts you, believes what you say, sees you as an authority, thinks their friends like what you sell, thinks your product is in short supply, thinks your offer is made specifically for them, thinks everyone else wants it, and thinks it’s worth more than you charge for it,...they will buy.”
― Claude Whitacre, One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call

“Do you know who works almost exclusively by referrals? High end consultants, surgeons, attorneys, accountants, the wealthy. Do you know who never asks for referrals? The incompetent.”
― Claude Whitacre, Sales Prospecting: The Ultimate Guide To Referral Prospecting, Networking, Social Contact Marketing, Telephone Prospecting, And Cold Calling To Find Highly Likely Prospects You Can Close In One Call.