Chuck Reaves, CSP, CPAE, CSO

#1. There are two types of people in the world: those who know they are in sales and those who don't. (Sales)

#2. No one is ever going to pay you what your product or service is worth. (Sales)

#3. If the person I'm talking to cannot understand the differerence between cost and price, I'm selling to the wrong person.

#4. To satisfy a need, people will pay quickly; to satisfy a desire, they will pay more. (Sales)

#5. The person at the table who knows the most about the other person’s business wins. (Sales)

#6. “In the history of recorded time, no customer has ever said, ‘Your price is too high,’ and meant it.” (Sales)

#7. If I want the accolades for the win, I must take accountability for the loss. (Success)

#8. The person asking the questions controls the sales call. (Sales)

#9. You cannot fool kids, dogs and customers. (Success)

#10. Once you give something to a customer, it is theirs for life. (Sales)

#11. Every customer we have knows at least one customer we could have. (Sales)

#12. The single most important function of sales is to teach. (Sales)

#13. 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. (Customer Service)

#14. There is greater buyer’s remorse from underbuying than overbuying. (Sales)

#15. Most buyers are better at buying than salespeople are at selling. (Sales)

#16. Some buyers are better at selling than salespeople are. (Sales)

#17. People of influence may lack authority and people of authority may lack influence. (Success)

#18. Do you want to do the best you can or the best that can be done? (Motivation)

#19. Sell the way the customer wants to buy. (Sales)

#20. Relationship selling is a redundant term- all selling is relationship selling. (Sales, Sales Leadership)

#21. We change the way we sell as people change the way they buy. (Sales)

#22. The Silver Bullet in Sales: Pre-Call Planning. (Sales, Sales Leadership)

#23. The questions you ask your salespeople will determine what they say and do when they engage their customers. (Sales Leadership)

#24. Tie your compensation to your expectations. (Sales Leadership)

#25. Everything a leader says is amplified; everything they do is magnified. (Leadership)

#26. My people will live up to or down to their perception of my expectations. (Leadership)

#27. My people are more likely to follow my tracks than follow my voice. (Leadership)

#28. A goal is not a goal unless it is written, quantified and dated. (Success)

#29. All a goal does is to help us recognize inevitable opportunities. (Success)

#30. There are two ways to respond to change: capitalize on it or capsize under it. (Change)

#31. Change is inevitable; change brings opportunity; therefore, change is an inevitable opportunity. (Change)

#32. If I always do what I've always done, I'll have less than I've ever had before. (Success)

#33. “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. Who will help you achieve your success? - The Theory of 21

#34. The only difference in you and the person who is doing what you would like to do is just that: they’re doing it. (Success)

#35. There are no extraordinary people; there are only ordinary people who are doing things that others perceive to be extraordinary. (Success)

#36. We may not have everything we want, but we have what we value. (Success)

#37. The people we meet are windows, not portraits. (Success)

#38. There are no obstacles, only limitations. (Success)

#39. “Self-imposed limitations” is a redundant term; all limitations are self-imposed. (Success)

#40. Whenever two minds come together, a third mind is created. (Success)

#41. The only thing that hurts worse than losing a sale to someone with a lower price is losing it to someone with a higher price. (Sales)

#42. Every sales call is an audition for the next one. (Sales)

#43. Focus on who you are and what you do will follow - Part 1. (Success)

#44. If there are others who purport to provide what you have and they have a lower price, why do you have any customers? (Sales)

#46. Many people want to be; few are willing to become. (Success)

#47. The only relationship that exists between cost and price is an inverse relationship. The item with the lowest price tag typically costs the most. (Sales)

#48. Arrogance is a prelude to demise. (Success)

#49. With a value-added approach, the customer will buy from you. With a commodity approach, you must buy the sale. (Sales)

#50. Is the tide of change pushing you farther from the shore no matter how hard you row? (Change)

#51. Leaders do not make things happen; they cause things to happen. (Leadership)

#52. The best product does not win the sale. The best company or salesperson does not win the sale. The best story wins. (Sales)

#53. The value of your solution is determined by the customer’s perception of the cost of their problem. (Sales)

#54. Whatever we use to close a sale will be used to take it away from us. (Sales)

#55. Most customers do not know what they want. (Sales)

#56. Motivation is the combination of education and opportunity. (Motivation)

#57. Wisdom is the combination of education and experience. Success)

#58. The fleas come with the dog. (Success)

#59. Thinking about your dream is daydreaming; thinking through your dream is preparation. (Success)

#60. We can never learn it all, but we can always learn more. (Success)

#61. “I would have done it differently” does not explain why you did nothing. (Motivation)

#62. Destruction is easier than construction. (Motivation)

#63. It’s easier to throw a stone through a window than to procure and install one. (Motivation)

#64. What people hear is more important than what we say. (Motivation)

#65. Wealth heightens pathology. (Success)

#67. “Focus on who you are, and what you do will follow” - Part 2. (Success)

#68. All people are equal; all ideas are not. (Success)