Chris Murray Quotes

Falling has become far more terrifying to me than rising.

Could trying your hardest, but never being quite good enough ever be acceptable to anyone? Is that what your dreams are made of?

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.

How do I go about cataloguing my dreams?

Moving continuously forward doesn’t necessarily get us to where we want to be, just somewhere other than where we started.

It’s your own personal statement of who you want to become, based on how you wish to be remembered.

You know, I have never met a young man who recognises the true value in this exercise, and yet I have met hundreds of old men who wished someone had shared it with them in their youth.

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.

No one ever reached the top of a mountain by digging underneath it.

Can a farmer plants his seeds and then demand the crops to grow before harvest?

If you put in the effort and focus towards a goal, you will get there quicker than most.

You cannot become something new without putting in the appropriate effort, can you? Just as a seed cannot grow into an ear of corn without the appropriate time, sunlight, water, and care.

I have set my mind to make sure I am prepared to accept success, whatever the trials ahead, whatever the work required.

So open questions to understand. Closed questions to confirm and gain commitment.

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

No, I’m afraid your overconfidence, as with most young men who dream of becoming successful, can quite quickly become the Achilles’ heel of your continued mediocrity

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

You can’t know what you don’t know

Customers do not want a lecture from you and they certainly don’t want some juvenile in a bad suit forcing his wares upon them

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.

For some reason salesmen spend most of their time asking questions they already know the answers to. They rarely ask to discover anything new.

I am aware that it can be easily missed, but once you have the ability to uncover and clarify real needs – the things that really matter - you can discuss in detail how you meet each and every one

That’s what marks out the successful from the nearly-rans. Focusing on what makes people itch rather than continuously presenting an entire catalogue of scratches.

It’s not how I view being a salesman. It’s how I live being a salesman.

Few ever found enlightenment in haste, and nobody will ever discover it in gibberish

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.

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

Everybody sells something to somebody every day, whether it’s a product, a service or just a case of making sure that they get their own way.

Asking the appropriate questions means understanding exactly what your customer is trying to achieve

Executing the solution means gaining customer commitment and delivering on your promises

Earn the Right - Ensure you put this chunk of Sales Tetris in place first and all the other pieces just take their own positions naturally.

The commitment gap is the massive distance between “yes” and “maybe

If customers don’t trust you to help them at the beginning of the sales process, they certainly won’t trust you with their money at the end of it.

Earning the Right is a commitment to be the sales professional that your customer really needs

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

Customers get exactly what they need, while you hit your sales targets and become incredibly successful – fair deal.

Great selling involves helping people to make great buying decisions.

In many instances, the words “sell” and “influence” are completely interchangeable.

Success does not judge one man for being worthy above another. Success doesn’t choose you because of your family name or existing wealth.

Success is taken by the man, who has made himself ready for its arrival.

I have been like a mediocre concert pianist playing in front of a tone-deaf family, who applaud out of duty rather than for accomplishment.

Let us learn things in the time they will take to learn

Everything you desire is always justoutside your comfort zone, dear boy. If it wasn’t you would alreadypossess it, would you not?

People submit tooeasily to change from others. And yet, for some reason, wheneverthey consider changing themselves, the focus is always on what theyare giving up, never what they are about to gain