Archive for March, 2007

Sell like the Devil

Thursday, March 29th, 2007

Two little girls were talking in church one day.

“Do you believe in the devil?” one asked.

“Not really,” the other girl said. “It’s just like Santa Claus and the Easter Bunny. It’s your father.”

I get loads of sales horror stories which are simply complaints or indictments against sales managers.

Some managers are nice and fuzzy in their approach to coaching.

Others are like the evil wizards in kids’ fairy tales. They bark, badger and bust reps for poor performance.

If you grow up to be a sales manager, what would be your style?

If you are a sales manager, are you known for kind, caring words or tough love?

People tend to respond better to one approach or another. Prospects (okay, they’re people too) also tend to respond to benefits (good stuff) or consequences (bad stuff).

So do you sell like the Devil or sell like Santa Claus?

How do you determine which tactic to take with each individual?

More on creating a selling strategy around this wisdom is built into the new sales training event Sales Autospy. The two-day workshop launches next month.

Extensive details on this fascinating and fun experience can be found at:

Or just contact me at

1885 Selling Strategy – VIDEO!

Monday, March 26th, 2007

On this day, 122 years ago, the Eastman company manufactured the first film for movie making.

Now the use of video is exploding across this planet and sales pros cannot ignore the usefulness (and fun) of creative video to help sell.

For a great example, have a look at a hilarious sales confession, Three Ring Circus Selling here;

Build some video on your site. Get testimonials from ecstatic clients. Present the benefits and problems you solve with your solutions. Do something humorous or off-beat or unique to create buzz and pass-a-long power for your video clip.

Don’t ignore video in a society which is becoming increasingly visual.

What will you do in front of the camera?

Great Resource

Tuesday, March 20th, 2007

Spend some time at Tino Buntic’s fantastic blog on self-promotion!

LOADS of fascinating and useful content.

Chainsaw Selling

Thursday, March 15th, 2007

German man chainsaws house in two in divorce split

BERLIN (Reuters Life!) – A 43-year-old German decided to settle his imminent divorce by chainsawing a family home in two and making off with his half in a forklift truck.
Police in the eastern town of Sonneberg said on Friday the trained mason measured the single-storey summer house — which was some 8 meters (26 feet) long and 6 meters wide — before chainsawing through the wooden roof and walls.

“The man said he was just taking his due,” said a police spokesman. “But I don’t think his wife was too pleased.”

After finishing the job, the man picked up his half with the forklift truck and drove to his brother’s house where he has since been staying.;_ylt

Is it any surprise we can’t get along with prospects?

50% of all marriages end in divorce, we don’t do relationships well. So how do we get any good at developing relationships with strangers?

You’ve got to love ’em all. Love ’em before you know how much they’re worth (in terms of commission). Love ’em after they tell you no.

Love ’em all, all the time. You keep that attitude and you’ll keep selling successfully in the greatest profession on the planet.

Tell me we don’t have the best work situation imagineable?

Send me a note,, what do you love most about this selling life we live?

IMPACT! (of sales training)

Tuesday, March 13th, 2007

Objects the size of a grain of sand frequently hit the Earth’s atmosphere, appearing as shooting stars in the night sky. But a larger impact could be devastating. Asteroids are blamed for the death of the dinosaurs 65 million years ago and an explosion over Tunguska, Russia, in 1908 that wiped out 60 million trees over a 830-square-mile area.

That spectacular shooting star is simply a grain of sand burning up in the night sky?

Even the smallest action or word can have incredible impact on a sales call.

But if you were betting on motivating a buyer would you rather be a grain of sand or an asteroid, say a 1/2 mile in diameter, slamming into the brain of that buyer?

You will have the greatest impact on prospects when you’ve had the best sales training possible. And for many of us, it might just be SOME sales training.

For some expanded thoughts on the potency of great sales training, check out this page on my website;

Sales Autopsy training is about to arrive, at a planet near you!

2016 Olympics to Chicago?

Thursday, March 8th, 2007

Contrary to his earlier promises, Mayor Richard Daley will have to pledge local funds, at least as collateral, if he wants Chicago to beat Los Angeles to become the U.S. bidder for the 2016 Olympics.  (Chicago Tribune, March 8, 2007)

Guarantees! As a sales professional we need to be sensitive to guarantees, even if they are unwritten or unspoken.

Buyers want to make the safest bet when they select a vendor or product or service. The consequences of making the wrong choice? Their decision-making ability comes into question. And this can hurt, even endanger their career.

If your company doesn’t offer actual guarantees, your personal credibility serves as one.

If you have the guts to offer a guarantee, you can count on Olympic-sized income as a result of this concept of buyer safety.

What can you do to bring the business to your town, your company? A guarantee can guarantee it comes to you.

Sales and Marriage

Monday, March 5th, 2007

My mother, from time to time, puts on her wedding dress. Not because she’s sentimental. She just gets really far behind in her laundry. – Brian Kiley

Sales pros – married or not – what do you need to do, that you’ve been putting off?

Making a few phone calls to marginal prospects? Getting the training you need? What is it you’re not doing?

Procrastination is not a sales technique. So pick a strategy for dealing with that “thing.”

Do you just go full blast and just get it over with? Do you chip away and do little parts of that “thing?”

By completing that unfinished business, you tell yourself that you can complete anything, you can finish. And great sales reps are finishers. After all, isn’t finish another word for closing?

You’re married to this wonderful business, so don’t let anything stop you from becoming the best bride or groom possible. Go, get it done.

Have you Seen that 10 foot tall, 400 pound bird?

Friday, March 2nd, 2007

The fossil of the largest bird ever known,
with a skull “bigger than a horse’s head,” has been uncovered in Argentina. Scientists say the swift, flightless predator dwelled on the Patagonian plains some 15 million years ago.

Documenting the find in the journal Nature , paleontologist Luis Chiappe said the bird, 10 feet tall and weighing more than 400 pounds, belongs to a previously unknown offshoot of extinct birds known as phorusrhacids, or “terror birds.” He said it most likely fed on
sheep-size rodents that once populated the South American savanna.

Are your selling strategies EXTINCT?

In Sales Autopsy (Kaplan Publishing) I have a chapter titled, “Old School is Closed!”

Today’s savvy buyer has heard all of our closes and is prepared for them. What are you doing that’s predictable and sales-like? Do you really want to be labeled as “that salesperson?”

Or would you rather be known as a problem solver, a great consultant, someone who cares enough about buyers to walk away when the fit between product and prospect isn’t there?

Don’t let your selling skills go the way of that flightless dino-bird. Find out what true sales pros are doing and saying and emulate the tactics of high-earning winners.

You can start by waddling your 400 pound feather encrusted-body over to for articles and more.

Make March a Memorable Month to Sell

Thursday, March 1st, 2007

March 1st – a big day in history…

1803: Ohio enters the Union as the 17th state.

1872: President Ulysses S Grant signs a bill creating Yellowstone National Park, making it the first national park in the United States.

1875: The United States Congress passes the Civil Rights Act of 1875, guaranteeing African Americans equal access to public facilities.

1961: President John F. Kennedy creates the Peace Corps by executive order.

1972: Wilt Chamberlain becomes the first NBA basketball player to score 30,000 points.

Why not make your March 1st a memorable day in the history of your sales life?

Do something DIFFERENT, in a BIG WAY to attain greater levels of success. Decide to make 15 more phone calls a day, from now on. Spend 30 minutes daily contacting old, unsold prospects. Take a chance, go for it.

March 1st can be the most significant day of your career, as you launch yourself into a new era of selling.