Archive for May, 2008

Chronicles of Narnia – Prince Caspian

Thursday, May 29th, 2008

Seeing this hit movie brought back a great old memory.

I’m at school in Chicago, packing 4 college friends in my car for 10 days of Spring Break. The two girls have loads of luggage for the drive to California. Rich & I each have one small suitcase. The final friend, Tad, shows up late to leave. All he has is a small woman’s makeup case.

Tad can’t fit his tiny pack of gear (or whatever it was) into the trunk. So it sits in his lap.

About an hour into the trip I hear “snap! snap!” and look around to see what this guy has brought to last him a week and a half on vacation.

All he has in this little case is a set of Narnia books.

Tad is wearing clogs, jeans and white shirt – and that’s going to last him 10 days!

I can give you the details of how that worked out another time, but since he had nothing to wear when washing his clothes, he didn’t wash ’em.

Tad was travelin’ light.

What kind of baggage, what kind of luggage do you drag around in your sales life?

Do you have “self-limiting beliefs” about your abilities and potential? Or can you, will you, leave them at home?

Do you have work practices that are wasteful and useless because they don’t make you money?

Great selling pros move quickly through their day and their territory, only pausing to rest when the trip is over.

Take it from Tad (still a fantastic friend, 30 years later), selling is easier than you think. It’s like riding in the back of a car, unencumbered by baggage. Just keep moving along the highway from one prospect to the next.

Travel light and travel fast. You might just find yourself affording more vacations as well.

Raising Kids & Selling

Tuesday, May 20th, 2008

Anyone who’s raised kids has to admit that there is no definitive resource on all the aspects of bringing them up. So much of what we all do is an ongoing experiment. Here’s something I tried that paid off, and has application to your sales life.

When my kids woke up, my wife and I immediately began to play or engage with them. In essence, we taught them that waking up was fun. It was the start of a beautiful new day. It meant joy and community. By contrast, how many of us have seen and heard kids that start their day cranky and crying? It amazes me that we just never, ever had the joy of starting our day with loud, lamenting children.

How does your selling day begin?

Are you seeing each one as a launch into great opportunity? Even as you read this, you know that changing your thinking about starting your day will have a profound effect on productivity and attitude and understanding the value of relationships that surround you.

So tomorrow can be different, when you choose it to be. Let me know how your sales life changes, by starting quicker and healthier. Your experience can also benefit others when you share.

Saturday Night Live & Hiring Sales Reps…

Tuesday, May 6th, 2008

When you go in for a job interview, I think a good thing to ask is if they ever press charges. -Deep Thoughts by Jack Handey
(of Saturday Night Live fame)

Did you ever notice how all the sales hiring assessment tools seem the same (well, aside from the fact that there are a lot of really poor and old and inaccurate ones)?

What if we discovered we were measuring all the wrong things?

I’ve been involved in hiring and training for over 20 years and have seen a ton of these products come and go.

Well, one has showed up that’s here to stay, and it is incredibly potent.

It’s an assessment based on using measurements related to Emotional Intelligence. Very cool.

You probably want to check it out.

In fact, you can get one done for free.

Because once you tell them I said to ask for it, how can they refuse?

Check out ZeroRisk HR at

Then call their VP, Mike Poskey at 800.827.5991 and tell him Dan from Sales Autopsy said you offered a sample of their product.

Let me know how your experience goes;