- “Successful salespeople set aside a specific time period each day to phone prospects.” Eat That Frog, Brian Tracy, Page 10
- “Whenever we walk out of a room together at a banquet or meeting,” I said, “I want you to be able to tell me who everyone in the room was. I want you to shake their hands and ask for their cards, and when you get back to your room, I want you to write on the back of that card some way to remember that individual. Because, after a while, you will forget, and this way we will start to build your Rolodex. You are your own best salesman, but you need to focus on who the other person is, ask questions, and be a good listener.” The Agent: My 40-Year Career Making Deals and Changing the Game (Steinberg, Leigh;Arkush, Michael) – page 88
- “The dictionary definition of “Sell” is “to persuade another to recognize the worth or desirability of something.” The sales style is based on persuading the client to follow a specific course of action or to purchase a specific product.” The Right Side of the Table: Where do You Sit in the Minds of the Affluent? By Scott Fithian and Todd Fithian. Page 32
- “Advisers who thrive in the sales style: Enjoy the thrill of the kill. Lose interest or momentum after the initial sale. Love to learn the intricacies of how powerful products work. Enjoy the simplicity of a transactional business.” The Right Side of the Table: Where do You Sit in the Minds of the Affluent? By Scott Fithian and Todd Fithian. Page 32
- “Discern is defined as “to perceive with the eyes or intellect; to detect; to recognize or comprehend mentally.” The Right Side of the Table: Where do You Sit in the Minds of the Affluent? By Scott Fithian and Todd Fithian. Page 35
- “Discernment-based behavior is listening without looking for a solution. It’s asking questions that aren’t designed to lead the client to a purchase. It’s about helping the client still his or her world for a moment, creating a timeless space in which he or she can make a deeply confident choice.” The Right Side of the Table: Where do You Sit in the Minds of the Affluent? By Scott Fithian and Todd Fithian. Page 41