Archive for October, 2006

Scary Sales Tales!!!

Tuesday, October 31st, 2006

scary-sales-tales.gifhttp://salesautopsy.com/amazon/bestseller.htm

Today, get the special 22 free downloads when you buy Sales Autopsy, the book, at Amazon.com.

Hilarious selling blunders, great lessons, unique sales strategies. Must read book for sales pros across the planet!

Here are incredible tales of salespeople who have crashed and burned in front of prospects;

– billy goats crushing rep’s cars
– salesmen drinking slurpies before a meeting and walking in with lips, teeth and tongues colored both green and red; looking like circus clowns
– the rep who mistook a company President’s wife for John Madden
– the two sales guys who, in a rush to get to a call, steal a car
– and the author’s own blunder, setting fire to a banquet table in a room of 3,000 prospects

Details at http://salesautopsy.com/amazon/bestseller.htm

Evil Prospects for Halloween…

Monday, October 30th, 2006

Want some fun, some revenge on the horrible prospects who torment us throughout the year?

Check out the video game, Revenge of the Reps at www.revengeofthereps.com.

The first level is wildy unique, funny and free. Point at prospects who offer nasty objections like, “I hate salespeople, my ex-husband was one,” and “I’d like to see you – on the cover of a milk carton,” or “I wouldn’t buy from you or your ancestors.”

Then zap ’em!

www.revengeofthereps.com

Go let off some steam, get a laugh, get even!

Observation Deck

Friday, October 27th, 2006

Look down on your world as a great learning ground.

Start to become super-sensitive to selling techniques in use by EVERYBODY you interact with. This includes personal relationships where friends and family are attempting to persuade or motivate others to take some action.

See how the little kids beg, again and again? There are times where that is actually appropriate. “Can we go to the zoo? I want to visit the elephants. I really like the popcorn there. Please, mom and dad, please?”

Hear how salespeople you encouter use benefits, benefits, benefits to push you to purchase. “We’re the best, biggest, oldest…” (actually these are features)

Notice how many other people ask by giving their own reasons to get you to do something. “I really want to see this movie…”

What works? You can do a couple things, just respond as you see fit, or coach the person on how to use language that better motivates others.

By increasing your sensitivity to how others sell well or don’t, you can become more aware of how you might need to better attend to your word choices.

Take the next few days to learn during your normal life inside and outside work, see if you don’t improve your performance over the next few weeks.

Scary Trees

Thursday, October 26th, 2006

A young agriculture student wanted to go to college and study to be a tree surgeon but had to give it up because he couldn’t stand the sight of sap.

What are you afraid of when you sell?

Is it prospecting activity? Resistant prospects? Working hard and long to sell, only to have a bad ending – no sale?

Make a list of the three things that make you nervous and go get coaching or ask someone for help on dealing with them.

Most salespeople and entrepreneurs have a couple of pieces of the selling puzzle that they not quite figured out. These problems can stand as big as redwood trees in your path to sales success.

Make that list, then get advice from an expert or experienced sales pro – to enrich the soil that is your brain. And see how fast you can grow.

Fantasy Politics & Selling Reality…

Wednesday, October 25th, 2006

Through CasualObserver.net, people can use play money to buy or sell shares of a candidate based on the player’s expectation of the politician’s success at the polls.

CasualObserver.net has amassed about 1,000 registered users from 50 states and 24 countries. It had captured 150,000 page views through Sept. 28 (2006).

http://www.msnbc.msn.com/id/15342829/

I’d previously offered some blog thoughts about a fantasy fishing league:
http://www.salesautopsy.com/blog/fishin-not-selling/2006/08/15/

Wow, it’s not enough that our imaginations can run wild with video games and movies that are more special effects than living people, plants and animals?

Let’s re-visit a theme: How do you spend, invest, waste your spare time?

Are you reading and listening to content that can improve performance in the selling battlefield? Or are your brains dribbling out of your head in front of a TV every night while you lie to yourself (and others?) about your need to relax and de-tox from a tough day?

Don’t get me wrong, we need to escape, it’s just that you need to gain consensus from you, your brain and your bank account about discretionary expenditure of your time. Here’s a hint – if you’re not improving weekly, your tough days are all related to that lack of improvement.

I vote for improvement, knowledge and the joy of closing more clients.

What will you vote for?

Crabby Reps

Tuesday, October 24th, 2006

Tiny blue-shelled fiddler crabs change their color to avoid being eaten by predatory birds, researchers have discovered.

Scientists have long been intrigued by the crabs’ ability to change the color of their top shell from bright blue to a more subdued, muddy shade.

http://dsc.discovery.com/news/2006/10/23/crab_ani.html?category
=animals&guid=20061023150000&dcitc=w01-101-ae-0002

Great metaphor here for great sales pros! Flexibility might be the #1 factor that distinguishes top seller from bottom feeders.

Can you adapt to different conditions and different prospects with different needs? Later we’ll cover an objection-handling strategy I teach that will give you six or more responses to every form of verbal pushback you get to your offering.

Got flexibility? Go be a blue-shelled fiddler crab and change colors as you encounter a variety of prospects.

Sales Autopsy Hits #1

Thursday, October 19th, 2006

This week Dan Seidman’s new book, Sales Autopsy hit the #1 spot in the Barnes & Noble Business category (total category, not just sales & marketing)!

http://browse.barnesandnoble.com/browse/nav.asp?visgrp=nonfiction
&N=0+244529&Ne=244529&act=BC_ROOT&z=y

It sits atop Jeffrey Gitomer’s Little Red Book of Selling, Marcus Buckinghams’ classic Now Discover your Strengths, Stephen Covey’s Seven Habits & Good to Great by Jim Collins.

That’s good company!

Thank you to everyone who bought the book and those who continue to buy it: www.salesautopsy.com/bestseller.htm.

And those of you who confessed your stories are a huge part of the Sales Autopsy success!

The collective brainpower – and buying power – of sales pros, managers and prospects everywhere provide us with the firepower to succeed.

Where will you next succeed?

Best,

Dan Seidman
“One of the Top 12 Sales Coaches in America”
Having a bad day selling?
Your sales colleagues are doing MUCH worse.
Check out their selling blunders at www.SalesAutopsy.com

For a unique & useful sales conference,
call Dan at 1-847-359-7860

Bad Reps, Bad Golfers, Silent Prospects

Wednesday, October 18th, 2006

The president of an exclusive country club was watching golfers tee off on his first tee. He noticed a man addressing the ball ten feet in front of the markers.

“I say there,” called the president, “you’re supposed to put your ball behind those markers when you tee off.”

The golfer ignored him.

“Don’t hit the ball there,” the president shouted.  “Put it behind the markers!”

The golfer looked up and said, “Mister, I’ve been a member of this snooty club for 3 years, and you are the first person who’s spoken to me. But if you’re going to talk to me, I wish you would not do it while I’m addressing the ball. For your information, although it’s none of your business, this is my second shot.”

Okay, salespeople, what if prospects won’t deal with you, speak to you, reply to literature and emails because you’re just embarrassingly bad?

And it’s not that you’re not a good salesperson. It might be that, in contrast to your competition, you appear mediocre (or worse).

One of the things that perplexes me most is how those of us in sales (and entrepreneurs with selling responsibilities) just won’t invest in getting better.

Remember grousing about classes you took in high school? For example, “When am I ever going to use calculus in the real world?”

Well, today you can take classes you will use in the real world. And you can quantify a return on your time and money investment (a perfect term, by the way).

Go find great training. You might also find more prospects talking to you because you can drive the conversation, like a well-struck golf ball, farther than others who sell.

LOOK FOR UNIQUE AND USEFUL SALES AUTOPSY TRAINING COMING LATER THIS YEAR!

Want details? Call me or track me down.
Dan Seidman, dan@salesautopsy.com 847-359-7860

TODAY ONLY! SPECIAL OFFER!

Tuesday, October 17th, 2006

Today, Tuesday, October 17th, 2006 we are sending out around 700,000 emails to sales pros and entrepreneurs to ask them to buy Sales Autopsy, my new book.

Buyers will receive a bunch of goodies from sales authorities across the planet. Details are here: www.salesautopsy.com/bestseller.htm SalesAutopsy_cF.jpg

But you must buy the book from Barnes & Noble online. See that url above for details on how to do that and receive your gifts.

The Sales Autopsy book reveals 50 of my funniest sales horror stories out of over 600 collected. The postmortems reveal seven critical strategies that sales pros must employ in order to distinguish themselves from anyone else who sells. This is not only hilarious reading, but insightful and useful coaching for you.

Please buy the book, you probably need to buy the book, buy now you know this is something that can help you take more money home to your family…

www.salesautopsy.com/bestseller.htm

Thanks!

Dan Seidman

Today, Please Think About Tomorrow

Monday, October 16th, 2006

Tomorrow, Tuesday, October 17th, we are running a Barnes & Noble best-seller campaign for my new book Sales Autopsy.

SalesAutopsy_cF.jpg

www.salesautopsy.com/bestseller.htm (link to go live later today, Monday)

Buyers of the book, TOMORROW, will get a load of free gifts, downloadable audio files, e-books and more from over a dozen sales experts.

Why, you might ask, are we working with Barnes & Noble, rather than Amazon?Couple reasons this is a BN campaign; BN is doing a big brick and mortar co-op program with my publisher, Kaplan. Also, for over a month, Amazon has “lost” the cover image of Sales Autopsy and it’s not on the book page. How a company in the business of showing pictures of its products can lose a picture is baffling to all of us. In addition, they have some sort of “que,” like going to the back of the line, that is delaying the insertion of the second image Kaplan sent.

Silly that a major publisher is treated this way while anyone who self-publishes can get their products up fairly fast.

The difference for you, as a buyer, is BN – 20% discount, Amazon – 30%. If someone is that cheap, I would think, as sales pros, that we’d be nervous about that kind of buyer/shopper. So for about a $1.90, someone doesn’t want the gifts?

When you think about it, dealing with good and bad decision-makers defines the life of a salesperson.

(You had to figure that, even with today’s post being an ad for the Sales Autopsy book, I’d still sneak in a thought to sell by)

See you tomorrow at www.salesautopsy.com/bestseller.htm.