{"quotes":[{"text":"Remember: when you walk into a DIY store to buy a drill, you don’t want the drill. Your end goal is to make a hole and, in order to achieve this, you have to buy the drill.","author":"Chris Murray","tags":["business","business-advice","business","business-success","business-to-business","buying","buying-decision","buying-decision","customers","earn-the-right","influence","influence","money","negotiation","sales","sales-effectiveness","sales-training","salesmanship","salespeople","selling","selling-skills","selling-tips","shopping","trust","value"],"id":8876,"author_id":"Chris+Murray"},{"text":"When your pipeline is full – with business coming out of your ears – the notion of people asking for a discount will sound hilarious, because you’ll already be at capacity.","author":"Chris Murray","tags":["business","business-advice","business","business-success","business-to-business","buying","buying-decision","buying-decision","customers","earn-the-right","influence","influence","money","negotiation","sales","sales-effectiveness","sales-training","salesmanship","salespeople","selling","selling-skills","selling-tips","shopping","trust"],"id":8914,"author_id":"Chris+Murray"},{"text":"We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides.","author":"Chris Murray","tags":["business","business-advice","business","business-success","business-to-business","buying","buying-decision","buying-decision","customers","earn-the-right","influence","influence","money","negotiation","sales","sales-effectiveness","sales-training","salesmanship","salespeople","selling","selling-skills","selling-tips","shopping","trust"],"id":69959,"author_id":"Chris+Murray"},{"text":"We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done.","author":"Chris Murray","tags":["business","business-advice","business","business-success","business-to-business","buying","buying-decision","buying-decision","customers","earn-the-right","empathy","honesty","humility","influence","influence","integrity","money","negotiation","sales","sales-effectiveness","sales-training","salesmanship","salespeople","selling","selling-skills","selling-tips","shopping","trust","work-ethic"],"id":114673,"author_id":"Chris+Murray"},{"text":"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?","author":"Chris Murray","tags":["business","business-advice","business","business-success","business-to-business","buying","buying-decision","buying-decision","customers","earn-the-right","influence","influence","money","negotiation","sales","sales-effectiveness","sales-training","salesmanship","salespeople","selling","selling-skills","selling-tips","shopping","trust","value"],"id":136152,"author_id":"Chris+Murray"},{"text":"Salespeople need to “Earn the right” to become suppliers more than they ever did before.","author":"Chris Murray","tags":["business","business-advice","business","business-success","business-to-business","buying","buying-decision","buying-decision","customers","earn-the-right","influence","influence","money","negotiation","sales","sales-effectiveness","sales-training","salesmanship","selling","selling-skills","selling-tips","shopping","trust"],"id":171950,"author_id":"Chris+Murray"},{"text":"We all desperately need brilliant sales professionals far more than ever before – to help us, guide us, keep us informed and stop us from making diabolically stupid buying decisions.","author":"Chris Murray","tags":["business","business-advice","business","business-success","business-to-business","buying","buying-decision","buying-decision","customers","earn-the-right","influence","influence","money","negotiation","sales","sales-effectiveness","sales-training","salesmanship","selling","selling-skills","selling-tips","shopping","trust"],"id":257962,"author_id":"Chris+Murray"},{"text":"Salespeople who think that it’s all about price aren’t required: If it can be sold on the internet at the lowest price, you can take the huge cost of a sales team out of the equation.","author":"Chris Murray","tags":["business","business-advice","business","business-success","business-to-business","buying","buying-decision","buying-decision","cost","customers","earn-the-right","influence","influence","money","negotiation","price","sales","sales-effectiveness","sales-training","salesmanship","salespeople","selling","selling-skills","selling-tips","shopping","trust","value"],"id":268219,"author_id":"Chris+Murray"},{"text":"Don’t tell me you’re passionate about your job – show me that you’re passionate about helping people like me.","author":"Chris Murray","tags":["business","business-advice","business","business-success","business-to-business","buying","buying-decision","buying-decision","customers","earn-the-right","helping","influence","influence","money","negotiation","passionate","sales","sales-effectiveness","sales-training","salesmanship","salespeople","selling","selling-skills","selling-tips","shopping","trust","value"],"id":278079,"author_id":"Chris+Murray"},{"text":"Your target market are more bothered about whether what you sell will get them promoted, sacked, recognised, accepted, praised or laid.","author":"Chris Murray","tags":["business","business-advice","business","business-success","business-to-business","buying","buying-decision","buying-decision","customers","earn-the-right","influence","influence","money","negotiation","sales","sales-effectiveness","sales-training","salesmanship","salespeople","selling","selling-skills","selling-tips","shopping","trust","value"],"id":279027,"author_id":"Chris+Murray"}],"pagination":{"page":1,"page_size":10,"total":18,"pages":2,"next":"?page=2\u0026page_size=10"}}