Tom Abbott

"People don’t buy features, they buy benefits. Features answer the question what is it? Benefits answer the question what’s in it for me?"

- Tom Abbott

"Don’t assume it’s about your sales process, it’s about their buying process."

- Tom Abbott

"View the customer as a friend, not a purchase order."

- Tom Abbott

"Share the content, spread the word. Talk about what you know and what you love. Leads will come in."

- Tom Abbott

"Every single lead is gold. So it’s a race for whom can respond to that customer the fastest."

- Tom Abbott

"It’s not about working harder or smarter. You have to do both. If the other person is working smart and you’re not, you will lose."

- Tom Abbott

"If you help your customers win, you are going to win."

- Tom Abbott

"Your role as a sales leader is to set your team up to WIN"

- Tom Abbott

"You’ve got to position yourself as an authority. Position yourself as indispensable. Position yourself as the only viable option."

- Tom Abbott

"A leader needs to have the ability to inspire people. A leader has to be able to move people to take action."

- Tom Abbott

"Find out what’s most important to your team and consistently remind them of their goals and how you are helping them achieve their goals."

- Tom Abbott

"When people have autonomy and they’re self-sufficient, they feel more engaged in their work and more fulfilled. Are we providing our teams with that feeling of independence and autonomy?"

- Tom Abbott

"There’s this implication that selling is like trying to get someone to do something, so you sell them on that idea. I don’t like that. I prefer supporting people in reaching their goals."

- Tom Abbott

"So many people start at the bottom and they try to work their way up. Go to where the money is, and sell at the highest level possible and then go down."

- Tom Abbott

"Don’t leave following up to months after a proposal, because the only thing you’re going to hear is “We went with someone else”"

- Tom Abbott

"The reality is, and there are so many studies that prove this, you need to have at least, 4, 5, 6 touchpoints with someone for them to actually start really recognizing and noticing your brand."

- Tom Abbott

"Stick to your top 3 ways of reaching a large number of your ideal target audience. Persistence and consistency beats intensity."

- Tom Abbott

"The future’s uncertain, but if you’ve got the right attitude and aptitude, it’s something that you can control despite challenging economic times"

- Tom Abbott

"Listen more, talk less. That’s how you increase sales"

- Tom Abbott

"The best sales people, they’re not doing all the talking. They’re doing all the asking."

- Tom Abbott

"Sales really to me is not just about the outcome, but the output. You can’t guarantee outcome but you can absolutely guarantee and control the number of people that you reach out to."

- Tom Abbott

"Prospecting is all about knowing who’s your ideal customer profile, and where do they congregate in large numbers."

- Tom Abbott

"Not every prospect will tell you their budget. You have to learn to ask better questions and be really creative about them to find out if your offering is in line with their expectations."

- Tom Abbott

"Before you even think about starting to generate leads, you need to be very clear about who your ideal target customer is."

- Tom Abbott

"There are 3Ps’ that you need to focus on to get better at sales: Prospect for new leads, Position yourself as a thought leader, Present your solution effectively."

- Tom Abbott

"Start with their problems, then follow up with your product."

- Tom Abbott

"Attitude is a way of thinking that reflects in a person’s behaviour. Want to change your results? You’ve gotta change your attitude."

- Tom Abbott

"If you really want to reach your targets faster, you need to practice your skills and you need feedback on how to apply these techniques in your unique situations."

- Tom Abbott

"If you want to change your results, you’ve got to change your behaviour. If you want to change your behaviour, you’ve got to change your attitude."

- Tom Abbott

"Get Past Gatekeepers. If you’re dealing with the decision maker, you’re going to close the sale."

- Tom Abbott

"If you want to know how to emphatise with your customers, have a genuine interest in. how they’re doing. The selling can come later ."

- Tom Abbott

"Instead of focusing on what you want, focus on what your prospect wants and you’ll both win."

- Tom Abbott

"Whatever is going to make that customer experience easier, smoother, faster, and seamless, is going to give your business a competitive advantage."

- Tom Abbott

"Refining your prospect list to avoid wasting time on people who are unlikely to buy from you. That’s what we call qualifying."

- Tom Abbott

"On social media, you need to always be sharing your insights on topics that relate to your industry. This is how you establish credibility with your prospects."

- Tom Abbott