Stop Selling and Start Leading Quotes

“Only those who believe they can get better make an effort to do so.”
― James M. Kouzes, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen

“Details derail sales. Buyers want to be stirred into action. American architect and urban designer Daniel Burnham understood this. When he was eulogized by his arch rival Frank Lloyd Wright as “an enthusiastic promoter of great construction enterprises,” Wright spoke to Burnham's sales abilities more than his architectural style, and said, “His powerful personality was supreme.”
― James M. Kouzes, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen

“Buyers don't take a seller's vision seriously when the seller hasn't yet demonstrated credibility. Buyers doubt the vision will ever come true. They are jaded and think these are just words or jargon used to make a sale. Since they don't yet believe the messenger, they can't believe the message. As one buyer said, “Before anything can move forward, I need to know that the seller has my best interests as his or her best interests.” Without a foundation of credibility and trustworthiness, few buyers will be interested in your vision, even when it would otherwise be compelling.”
― James M. Kouzes, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen

“As important as follow-through is for establishing credibility, it's also an essential ingredient in sustaining it. Buyers expect sellers to check in with them after the sale is made and the order is filled. Even satisfied buyers feel abandoned if sellers don't circle back to check on them.”
― James M. Kouzes, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen

“In frustration, he candidly said, “I'm here only because you invited me to come and I'll be happy to leave if you'd like me to because I'd rather be home playing with our new pet rabbit right now.” What happened next took him by surprise. The scowl on this woman's face suddenly turned into a look of curiosity, and she immediately asked me all about our new rabbit. She told me that she and her husband love rabbits. This led us to talk more about our personal interests, and eventually turned to why we were involved in our respective capacities, why what we did mattered, and how we could work with one another in a mutually beneficial fashion.​ The outcome was one of the largest sales Robert had made to that point in his career.”
― James M. Kouzes, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen