“Everything you desire is always justoutside your comfort zone, dear boy. If it wasn’t you would alreadypossess it, would you not?”
— Chris Murray
“Quite so. Quite right. And yet human beings, who dream ofbecoming more successful often fool themselves into believing thatit can happen without changing a single thing about themselves.They believe that success is some mysterious external factor thatwill just sort itself out while they sleep”
— Chris Murray
“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”
— Chris Murray
“Let us learn things in the time they will take to learn”
— Chris Murray
“you truly help people with the things that you sell. Once you are aware of that vital piece of information every demonstration, every presentation, everytransaction 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”
— Chris Murray
“Allowing yourself to be a conduitfor opportunity requires a brand new outlook on life. Lady fortunecannot enter a locked door, you know. And contrary to that wellknownsaying, she has rarely been known to knock”
— Chris Murray
“Nobody ever kicked a dog wagging its tail”
— Chris Murray
“If I can make you feel the same way that I feel about myproduct or service we’ll have a meaningful conversation about itand how it can help. The trouble is that most sales people don’t feelanything. Nothing at all”
— Chris Murray
“No longer will I measure myself against competitors, who don’t even know that a race is being run. From now on, I will measure myself against the man in front of me. I will measure myself against a new personal best, achieving my next ambitious goal.”
— Chris Murray
“Success does not judge one man for being worthy above another. Success doesn’t choose you because of your family name or existing wealth.”
— Chris Murray
“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.”
— Chris Murray
“Success is taken by the man, who has made himself ready for its arrival.”
— Chris Murray
“I now know that success can not choose me. It is waiting on a path that I must walk. In truth, it waits there for everyone. Many do not know where the path begins. Some search for a shortcut to the end. But the majority of the world does not even realise there is a path there at all.”
— Chris Murray
“In many instances, the words “sell” and “influence” are completely interchangeable.”
— Chris Murray
“Solving the problem means helping the customer to understand why you’re the best person for the job”
— Chris Murray
“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.”
— Chris Murray
“Asking the appropriate questions means understanding exactly what your customer is trying to achieve”
— Chris Murray
“Executing the solution means gaining customer commitment and delivering on your promises”
— Chris Murray
“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.”
— Chris Murray
“The commitment gap is the massive distance between “yes” and “maybe”
— Chris Murray
“Earning the Right is a commitment to be the sales professional that your customer really needs”
— Chris Murray
“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.”
— Chris Murray
“The ability to close sales effectively has never been confined to the last few moments of the conversation.”
— Chris Murray
“Why do customers (and that includes you and me) find it so difficult to recall more than a couple of occasions when they felt that they were treated exceptionally by the salespeople who dealt with them?”
— Chris Murray
“Customers get exactly what they need, while you hit your sales targets and become incredibly successful – fair deal.”
— Chris Murray
“Great selling involves helping people to make great buying decisions.”
— Chris Murray
“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.”
— Chris Murray
“Think about it: if someone had found a way to manipulate human choice and free will – if someone actually had that kind of power – wouldn’t it be a tad surprising if they then decided to share their secret with the masses in a book for $20? Not to mention how it would be just very slightly unethical.”
— Chris Murray
“Few ever found enlightenment in haste, and nobody will ever discover it in gibberish”
— Chris Murray
“Did you sell to them or did you simply facilitate their buying from you, hmm? Very different scenarios, my boy, very different indeed.”
— Chris Murray