Archive for the ‘Uncategorized’ Category

Best Superbowl Ad

Tuesday, February 6th, 2007

This was my favorite 2007 Superbowl commercial. A young couple sees a hitchhiker on the side of the road, with his hands full. The man driving only sees the case of Bud Light beer. His wife only sees the monstrous ax in the other hand.

The husband calls out to the guy, asking “What’s with the ax?” The reply comes after a brief pause, “Uh, it’s a bottle opener.”

Next scene we see the couple pulling past another hitchhiker, with the ax guy sitting in back of their car. The new hitcher has a mask on, Bud Light in hand and a chainsaw.

“Hey he’s got Bud Light!” notes the husband again. Check out this funny 30 second spot, especially the wife’s facial expressions.

Isn’t it interesting how our beliefs as salespeople can taint the truth of what’s really going on?

Have you ever expected a prospect to close and been stunned when they turned on you, instead turning into a competitor’s client?

What we believe needs to be tempered with good sense, logic and the input of wise mentors or team members.

Are your beliefs turning into fairy tale endings, closed business?

Or do you need to re-think the value of some of those prospects? You know the ones that you should probably drive right past and ignore because they’d be dangerous to pick up, and wasteful to invest time in?

How accurate, how intelligent are your beliefs about buyers?

Super Bowl Shame 2007

Monday, February 5th, 2007

Today’s thought is on dealing with adversity.

The Chicago Bears were humiliated by the Super Bowl performance of perpetually less-than-mediocre quarterback Rex Grossman. In an accurate interpretation of whether the Indianapolis Colts really won vs. whether the Bears lost, ESPN sporswriter Michael Smith suggested that King of bad quarterbacks, Rex should have won the MVP. He was almost single-handedly responsible for the Colts’ win;

So our American football fan world woke up happy or disgusted this morning, depending on who you were cheering for.

How well do you work through bad, really bad things that happen when you sell?

I know, as a serious athlete, how sick you can feel after a terrible loss in a big game.

The question is how long are you sick and how tough do you take the unhappy ending to your sale?

There’s an old sales addage that goes YES, NO, NEXT.

This means you get YES, rejoice and move on. You get the NO, move on to the NEXT prospect.

Just keep moving on. Can you do YES, NO, NEXT? Can you do it quickly?

The faster you mentally shift to the next call, the healthier you are in selling.

This thinking will help you move from mediocre to masterful. And that can gain you Super Bowl quality earnings.

Horseshoes and Lucky Reps

Friday, February 2nd, 2007

An American scientist once visited the offices of the great Nobel prize winning physicist, Niels Bohr, in Copenhagen. He was amazed to find that over Bohr’s desk was a horseshoe, securely nailed to the wall, with the open end up in the approved manner (so it would catch the good luck and not let it spill out).

The American said with a nervous laugh, “Surely you don’t believe the horseshoe will bring you good luck, do you, Professor Bohr? After all, as a scientist…”

Bohr chuckled. “I believe no such thing, my good friend. Not at all. It’s so much foolish nonsense. However, I am told that a horseshoe will bring you good luck whether you believe in it or not.”

How much of your sales life is luck and how much is just good selling practices?

Sometimes our timing is fortunate, we catch a prospect in the moment of dire need and luckily land a sale.

But beyond Bohr’s funny quote is another on luck that makes good sense. “The harder I work, the luckier I get.” Sam Goldwyn

More fortunate moments occur when the sheer volume of our workload increases and we benefit by playing the numbers game. This is a bonus that occurs beyond applying your skills.

I recognize that I have 5 or 6 of these golden moments occur every month, just because I’m contacting a great deal of prospects and their timing can match up with my call time.

So increase your numbers, and see how lucky you can get. It’s the part of selling that makes no scientific sense, but might make all the sense in the world.

Selling and Wild Animals

Thursday, February 1st, 2007

There is a coyote alert in our neighborhood That’s suburban Chicago. It’s not Montana or the hills above Los Angeles. These wild dogs are roving around town and I’ve seen them. They’re pretty small – not like in the movies where animals the size of middle linebackers bark and howl at the moon. So little dogs; big, big appetites.

It’s no surprise that people are putting up notices for missing mutts and cats.

Folks, the bad news is that your precious little critters are not coming back.

Your pets are not lost, they’re lunch.

Great sales leads can be just as frustrating to find.

Are your prospects good enough to drive sales higher than the hills?

Or are your competitors lunching on the real leads – the ones that are high quality and hot?

And like good pets, good leads are great to have around.

Just this morning, three coyotes walked through our back yard and with snow on the ground and below zero temperatures (not below freezing, but zero) they did look thin.

Whose feasting on your pet prospects? How well do you measure up to the competition?

Look soon for my thoughts on how to attack a strong competitor.

Ray Gun makes Targets Feel as if They are on Fire

Thursday, January 25th, 2007

During the first media demonstration of the weapon Wednesday, airmen fired beams from a large dish antenna mounted atop a Humvee at people pretending to be rioters and acting out other scenarios U.S. troops might encounter.

The crew fired beams from more than 500 yards (455 meters) away, nearly 17 times the range of existing non-lethal weapons, such as rubber bullets.

While the sudden, 130-degree Fahrenheit (54.44 Celsius) heat was not painful, it was intense enough to make participants think their clothes were about to ignite.

When you sell, how do you set your prospects on fire?

Buyers are heavily persuaded by language that gets them excited about your problem solving skills.

Reveal evidence that you help others and you’ll warm ’em up.

Cast a vision for the future, with your product or service in place, and that’ll heat ’em up further.

Help them realize that NOW IS THE TIME to address this concern and you fire ’em up to rid their company of the trouble you address.

These non-lethal selling weapons are critical to turning cold prospects into hot clients.

Are you intense enough when you sell to persuade like this?

Swimming the Amazon!!??

Wednesday, January 24th, 2007

Jan. 23, 2007 — Daredevil Slovenian swimmer Martin Strel, who has swum the Yangtze, the Danube and the Mississippi rivers, plans to embark on a 70-day swim down the Amazon, from Peru to Brazil, local media reported.

The never-before-attempted 3,370-mile feat will be filmed and broadcast in real time starting Feb. 1 over the Internet on, Andre Souza, a member of Strel’s team, told the daily Folha de Sao Paulo on Wednesday.

The intrepid Slovene, who has become a national hero in his home country, has already earned three mentions in the Guinness World Records book.

I’m going to swim in the middle of the river, where there is less of a chance of encountering dangerous fish and venomous snakes. My team is prepared, and we also have weapons on board to protect me if I am attacked,” Strel told Folha.

He was also the first to swim the United States’ 2,373-mile Mississippi River, in 2002.

Wow! Three great things about Martin Strel that sales pros can take to heart;

1) He has the guts to do something nobody else does. So how do you distinguish (REALLY, TRULY DISTINGUISH) yourself from the competition?

2) Failure can have dramatic consequences. Maybe if losing were more costly, we’d take more seriously the time we invest in our selling career. That includes skill improvement, ignoring (quickly) bad prospects and getting great training.

3) It’s a long journey mixed with great drama and long bouts of boredom. True sales pros realize that much of our work is plodding; just making the volume of calls to get to the best buyers. Then suddenly our lives are interrupted by success. We celebrate, then go back to stroking the phones.

Fame, true success and money can be yours, if you’ll commit to swimming the Amazon in your territory.

Take a deep breath and dive in!

When 2nd is Best in Selling

Thursday, January 18th, 2007

I have a good friend who recently got divorced. Two kids, husband was an athletic, engaging, professional guy.

She is now completely mortified about what she’s done. Her comment “who was that when I thought those things and ended my marriage? It wasn’t me!”

A good psychologist might have counseled her during her dark period to go into 2nd position when analyzing her trouble and frustration with her marriage.

2nd position is where a person mentally steps back from their dialogue with a spouse and “watches” herself interact with the other person. In essence, she is observing, from afar, how she is acting and thinking.

2nd position is the ultimate coaching strategy. Because most solutions can be found inside the person whose behavior needs to change. They just have to get out of the moment of conflict and watch who they are.

This might sound confusing, but it isn’t that hard to do. And to simplify it further, you can also do this immediately after something happens, analyzing a situation by reviewing tape in your mind.

Salespeople can gain great value from getting into 2nd position when they sell to see what really is happening with a prospect. Am I starting to get anxious on this call? Is the prospect appearing to disengage? Is my body language poor?

Think about doing this the next time you converse with anyone. It’ll be good practice for you professional life.

And you’ll quickly realize how and when 2nd is best in selling.

Just Keep Swinging…

Wednesday, January 17th, 2007

I’m camping this past summer, a Dads and Sons thing, and one of the fathers in my cabin is talking about his internship job that was part of his effort to earn his Master’s Degree.

Bruce’s job is to keep an old bell tower clean.

“How do I do that?” he asks his professor who promptly hands him a tennis racquet.

“It’ll be obvious,” is the reply.

A good answer from a teacher who wants the student to figure things out, rather than hand-feed him knowledge.

It’s the first evening and the first bat leaves its perch to fly out for food.

You got it! His job is to swat bats out of the air before they foul the stairs and floors with their, well, uh, you know.

Bruce gave up counting after killing 600 bats.

So he got his degree, and with it a case of tennis elbow.

Sales lesson? What activities in your day require endless plodding? Is it a quota of phone calls?

There are times when seemingly endless activity can bore us, when in fact it lays the foundation for getting in front of warm and hot prospects.

So be encouraged by those stretches of hard, repetitive activity. Just keep swinging and you’ll earn your advanced degree in selling and accolades from the team, the company and your industry.

Just keep swinging.

7 Languages

Friday, January 12th, 2007

Sales Autopsy (Kaplan Publishing) by Dan Seidman hit the #1 spot on Barnes & Noble’s business best-seller list in October. Rights have now been sold to publish to book in seven languages.

Sales pros around the world will now be able to learn some great selling strategies in their native tongues. Translations are planned for Spanish, Korean, Indonesian, two dialects of Portuguese and two Chinese dialects.

I was shocked to receive this news and it made me happy that my reach has just been extended to larger audiences of entrepreneurs, sales execs and sales reps.

Think about how you can touch more people.

Do you need to begin a publicity campaign, volunteer for a cause you believe in or even write a book?

REACH – lengthen and strenghthen your reach and the money will soon follow.

Sales Reps & Radio

Thursday, January 11th, 2007

When I was managing a team of 15 reps I had a rule which they were allowed to break:


Eventually, everyone began to abide by my encouragement to leave it off. They turned off the music about lost loves and the news about lost lives.

Here are three GREAT REASONS you want to let silence rule your ride to work.

1) News is by nature negative

2) Radio hosts’ opinions can become your own

3) You don’t listen to your own voice often enough

Start your day, not by ingesting the dark part of our world, but by just thinking. You will find your creative juices begin to flow and will come to work calmed and ready for all the wild things that occur as part of a sales pro’s day.

Feed your mind with silence, it’ll nourish you well.