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Chuckisms

Raise Your Prices

Chuckisms are pithy sayings that stimulate thought. Consider using them for sales development, sales training and for pre-call planning. Sales professionals and sales leaders find these helpful in staying on track, especially when customers and competitors are bringing “heat” to the environment. They are listed below both by topic and numerically. Consider making tent cards for your desk or car using these Chuckisms as others have.

NUMERICAL LIST

  1. For every person who will say yes, there are twenty who will say no; for a positive response you must find the twenty-first person. – The Theory of 21
  2. The only difference in you and the person who is doing what you would like to do is just that: they're doing it.
  3. There are no extraordinary people; there are only ordinary people who are doing things that others perceive to be extraordinary.
  4. There are two types of people in the world: those who know they are in sales and those who don't.
  5. No one is ever going to pay you what your product or service is worth. They will pay you more than that or they will pay you less than that based on what they think it's worth, and we control their thinking.
  6. In the history of recorded time, no customer has ever said, “Your price is too high”, and meant it.
  7. If the person I'm talking to cannot understand the difference in cost and price I am selling to the wrong person.
  8. To satisfy a desire, people will pay MORE; to satisfy a need, people will pay QUICKLY.
  9. The person at the table who knows the most about the other person's business wins.
  10. If I want the accolades for the win, I must take accountability for the loss.
  11. The person asking the questions is controlling the sales call.
  12. You cannot fool kids, dogs and customers; they know who is shooting straight with them.
  13. Once you give something to a customer it is theirs for life.
  14. Every customer we have knows at least one other customer we could have.
  15. The single, most important function of sales is to teach.
  16. Your customers will no longer compare your level of customer service with that of your competitor; they will now compare your level of service with that of every vendor they deal with – personally and professionally.
  17. My people will live up to or down to my expectations.
  18. My people are more likely to follow my tracks than the sound of my voice.
  19. Tie your compensation to your expectations – a rule that every company violates.
  20. The questions you ask your salespeople will determine what they say and do when they're in front of their customers.
  21. If you look back over your shoulder and no one is following you, you are not a leader.
  22. A goal is not a goal unless it is written, quantified and dated.
  23. All a goal does is to help us recognize inevitable opportunities.
  24. There are two ways to respond to change: capitalize on it or capsize under it.
  25. Change is inevitable, change brings opportunity; therefore, change is an inevitable opportunity
  26. Everything a leader says is amplified; everything a leader does is magnified.
  27. If I always do what I’ve always done, I'll have less than I’ve ever had before.

TOPICAL LIST

Motivation

  • For every person who will say yes, there are twenty who will say no; for a positive response you must find the twenty-first person. – The Theory of 21
  • The only difference in you and the person who is doing what you would like to do is just that: they're doing it.
  • There are no extraordinary people; there are only ordinary people who are doing things that others perceive to be extraordinary.
  • If I want the accolades for the win, I must take accountability for the loss.

Sales

  • There are two types of people in the world: those who know they are in sales and those who don't.
  • No one is ever going to pay you what your product or service is worth. They will pay you more than that or they will pay you less than that based on what they think it's worth, and we control their thinking.
  • In the history of recorded time, no customer has ever said, “Your price is too high”, and meant it.
  • If the person I'm talking to cannot understand the difference in cost and price I am selling to the wrong person.
  • To satisfy a desire, people will pay MORE; to satisfy a need, people will pay QUICKLY.
  • The person at the table who knows the most about the other person's business wins.
  • The person asking the questions is controlling the sales call.
  • You cannot fool kids, dogs and customers; they know who is shooting straight with them.
  • Once you give something to a customer it is theirs for life.
  • Every customer we have knows at least one other customer we could have.
  • The single, most important function of sales is to teach.

Customer Service

  • Your customers will no longer compare your level of customer service with that of your competitor; they will now compare your level of service with that of every vendor they deal with – personally and professionally.

Leadership (General)

  • My people will live up to or down to my expectations.
  • My people are more likely to follow my tracks than the sound of my voice.
  • If you look back over your shoulder and no one is following you, you are not a leader.
  • Everything a leader says is amplified; everything a leader does is magnified.

Sales Leadership

  • Tie your compensation to your expectations – a rule that every company violates.
  • The questions you ask your salespeople will determine what they say and do when they're in front of their customers.

Goals

  • A goal is not a goal unless it is written, quantified and dated.
  • All a goal does is to help us recognize inevitable opportunities.

Change

  • There are two ways to respond to change: capitalize on it or capsize under it.
  • Change is inevitable, change brings opportunity; therefore, change is an inevitable opportunity
  • If I always do what I’ve always done, I'll have less than I’ve ever had before.
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