Yva

“Here are the real objections... Doesn't have the money. Has the money, but is too damn cheap to spend it. Can't get the credit needed. Can't decide on his or her own. Doesn't have authority to spend over budget, or without someone else's financial approval. Thinks (or knows) he can get a better deal elsewhere. Has something else in mind, but won't tell you. Has a friend, connection, or satisfactory relationship in the business. Does not want to change vendors. Wants to shop around. Too busy with other more important things at this time. Doesn't need (or thinks he doesn't need) your product now. Thinks (or knows) your price is too high. Doesn't like or have confidence in your product. Doesn't like, trust, or have confidence in your company. Doesn't like, trust, or have confidence in you.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“ON A COLD CALL: Be brief. You must generate interest in about 30 seconds or less, or forget it. Make a strong statement about how you can help the prospect. Don't focus on how much money you can save them. That approach seems to be wearing thin. Talk about what you do for companies like hers, or how your product has worked for others.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“People transform their actual experience, their opinions, and so on, in ways that correspond to their own particular Deletions, Distortions, and Generalizations.”
― Shelle Rose Charvet, Words That Change Minds: The 14 Patterns for Mastering the Language of Influence

“You were raised to think in patterns set by others. To be as successful as you want to be, it may take getting out of those traditional patterns. Most people don't get out of their comfort zone. Most people don't attain the level of success they set out to achieve. I wonder if there's any correlation between those two statements?”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource