Chris Murray

The fact that you wish to become extremely successful must mean that you currently do not see yourself as such. Therefore, you need to change. The question you should be asking is what do you need to become?

You truly help people with the things that you sell. Once you are aware of that vital piece of information every demonstration, every presentation, every transaction will be delivered with a light shining from your heart. From your heart will shine a beacon that tells all prospects you can truly help and that that is your sole purpose for being there.

Success would be a fairly boring and uninspiring dish if anybody could create it with a single ingredient, however difficult that ingredient was to find. No, success has several layers to its pallet. This is just the beginning

Trust me. If you do not decide where you are heading, and refuse to take the appropriate action, you will end up being shaped into what others would have you become. Then any change will not be made for your benefit but for theirs.

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

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.

The salesperson you__ ideally like to be and the salesperson you__ like to encounter as a customer should roughly be the same, shouldn__ they?

Remember: when you walk into a DIY store to buy a drill, you don__ want the drill. Your end goal is to make a hole and, in order to achieve this, you have to buy the drill.

If what you sell doesn__ help me then why are you knocking on my door?

Your target market are more bothered about whether what you sell will get them promoted, sacked, recognised, accepted, praised or laid.

If you sound like a contestant from The Apprentice or if the customer believes that they are being sold AT, you have already failed.

Salespeople who think that it__ all about price aren__ 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.

I can__ and won__ promise you magic sales fairy dust or the Jedi Mind Trick for salespeople _ they simply don__ exist.

Salespeople need to __arn the right_ to become suppliers more than they ever did before.

Ignore the people who say that the sales industry needs to become professionalised: it already has.

We all need salespeople who deliver value that wasn__ there before they arrived.

We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done.

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.