Archive for the ‘Uncategorized’ Category

Ultimate Fighting & Selling

Monday, May 21st, 2007

This weekend I attended the International Fight League ( event at the Sears Centre.

The whole Ultimate Fighting Championship has spawned a Mixed Martial Arts competition between cities – with teams who compete in weight categories.

It was a wild night of diversity and blended styles. Some fighters were slow and methodical. Others just went berserk and charged into their opponents. Some of those gained an advantage and won, others found themselves gazing at a ceiling filled with floodlights.

Chicago fan favorite, Mark Miller provided the evening’s highlight match. He knocked out his opponent with a flurry of punches and the loser was so dazed he didn’t know the fight was over. He attacked the referee and began to fight his coaches and teammates as they attempted to calm him down.

In all the action and fan frenzy and entertainment, I couldn’t help but notice that martial arts style was not a guarantee of victory. Top U.S. trainer, Pat Miletich’s  and his team, The Silverbacks won only 3 of 5 fights.

Even experience wasn’t the deciding factor. Silverback’s heavyweight Ben Rothwell had 17 fights under his belt and soundly blasted Chicago’s fighter who had over 200!

Sales thoughts – different styles, different experience – what makes a winner?

You have to find yourself in selling. What gets you to the close faster and more frequently than otherwise? One of my personality strategies is to keep the laughter coming throughout the relationship – early is key. Other sales pros are consummate business types, no nonsense – and that works for them.

Diversity is what this planet is about. Rejoice in your uniqueness. Win the battle, the game, or whatever you choose to designate the competition among sales pros.

Point is you don’t have to “be like Mike.” Be yourself. Have fun. Make money.

Selling Pain: The Wedding-band Coffin

Tuesday, April 17th, 2007

The ultimate gift for that friend who just waded through a messy divorce – a coffin to inter his or her wedding ring.

Wedding Band Coffin

A hilarious idea, a brilliant idea, a unique idea for a product that plays on the prospect’s pain.

How well do you turn negative emotions into positive sales opportunities?

We grew up with the classic sales approach – sell with features and benefits! So why are so many prospects so resistant to this strategy?

Because we now know that, statistically, 40% of the population does not focus on all the good things they get from buying. Rather, they focus on all the bad things they avoid –  the problems that need solving. So these people make their buying decision based on addressing trouble, not getting the goodies you offer.

Every sales pros should have two scripts in their briefcase, on the computer, in their head. One would be full of benefits language, the other packed with problem solving ideas that your product or service offers.

Use the right language at the proper time, marry your motivation to your prospect’s perspective, and that’ll get you the best answer to any closing question you choose to use:

“I do.”

How’s the Fishin’ in your Sales Life?

Thursday, April 12th, 2007

A city man was trying to fish a small mountain stream but was having no luck at all. Just as he was about to give up for the day, a mountain man came by.

“What are you usin’ fer bait?” he asked. The angler showed the man his minnows. Whereupon the native pulled a bottle of corn liquor from his pocket and poured a cupful or so into the minnow bucket.

Then he took one of the minnows and put it on the fisherman’s hook. “Now try it,” he advised.

Almost immediately, the fisherman felt a hard tug on his line. After a struggle that lasted fifteen minutes, the angler landed a 17-pound bass.

But the fish wasn’t on the hook; the minnow had the huge bass by the throat.

There’s an image of the ultimate referral in selling; a small fish brings you the BIG ONE.

Sales pros – how aggressively do you go after your prospects? How tough are you at getting referrals from your clients?

I did a coaching session yesterday with a sales team on language to use to garnish referrals. And finding the right words can be helpful.

But some things you simply need to decide to do.

Find the language that works for you and, take the rest of this month to ask every client (new or old) for someone else who could use your help, or has problems you can solve or would love to land the benefits you provide.

There are not many ways, outside referrals, to quickly and efficiently and inexpensively find new business.

The rest of the month – get going, ask for referrals.

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.