Christmas Dream Fulfilled

December 4th, 2008

Picture this, you’re Mattel Toys – Barbie Dolls – and you’re suing your biggest competitor, MGA – Bratz Dolls.

The judge rules that a complete infringement occured and Bratz must COMPLETELY CEASE MANUFACTURING IT’S PRODUCT!

In addition, Judge Larson also ordered MGA to reimburse its vendors and distributors for the cost of the dolls and all shipping charges for sending them back. TRIPLE OUCH!

Merry Christmas, Mattel!

So sales pro, what would you do if your competition, your biggest competition, suddenly ceased to exist? How would you hunt? Cherry pick the prospects you’ve been closest to? Target the big Gorillas you’d love to sell best? How would you hunt?

You’re not going to wait for a judge to help you out, though. You’re going to target and torment your competition with skills and effort, something you can control. Something a judge can neither award you nor take away.

So make 2009 a year to improve your performance by working on yourself.

Because whether you have the better product or service or not. You can still be the better sales pro.

Watch soon for a wild, new service that can help you train on your own time, own pace. This is for individuals and can be customized for whole sales forces, using video, audio and text files. It’s one of the most unusual ways to embed learning you’ll ever encounter.

We’ll announce it soon at Want details sooner? Contact me, Dan Seidman at or 847-359-7860.

Indian Summer Swimmin’

October 30th, 2008

“Josh! Stop peeing in the pool!”

“Awww, come on. Everyone pees in the pool.”

“Yes, but not from the high dive.”

Hey sales pro! The most common theme you’ll discover in my writing is this; How well do you distinguish yourself from everyone else who sells?

Are you working on it? Got some creative strategies, some guerrilla marketing tactics to separate you from the competition?

Let me know what you’re doing, I’d love to share it with our selling world.

And you have to do something, or like Josh, you get tossed out of the pool of buyers who might have spent money on you, but for your poorly positioned pitch.

Steve Fosset Story & How Complex is Selling

October 2nd, 2008

Famed aviator Steve Fosset disappeared about a year ago. Search parties have taken to air and ground trying to discover what happened to him. Today a news item ran this copy, after a plane identical to his was sighted on the ground…

Hours before Wednesday’s aerial sighting, hikers found cash and identification cards with Fossett’s name. Video Watch police chief describe hiker’s discovery »

“We’re not certain that it belongs to Steve Fossett, but it certainly has his name on the I.D.” said Mammoth Lakes Police Chief Randy Schienle.

I’m not sure how smart this guy is to become Police Chief, but that statement is about as dumb as it could come.

It’s not that complicated, Chief. It’s not the other Steve Fosset who flies over the Sierra Nevada mountains and dropped his wallet.

Come on sales pros! Selling isn’t that complicated either.

Believe it’s easy and you move forward quickly and with assurance.

Believe it’s easy and you quit quicker when you can’t find a way to close.

Believe it’s easy and you enjoy your selling day within this life you’ve chosen.

You keep your focus on what you want to accomplish during every stage of the process and you either move forward or abandon your search for a sale.

Poppin’ Pills

September 29th, 2008

Casey came home from the doctor looking very worried.  His wife said, “What’s the problem?”

He said, “The doctor told me I have to take a pill every day for the rest of my life.”

She said, “So what?  Lots of people have to take a pill every day their whole lives.”

He said, “I know, but he only gave me four pills.” – Hal Roach

Hey sales pro – how much time do you have left?

What are you doing to survive in a tough economy?

Do you know a quick fix for slow sales?

One strategy is to work harder, but that only tires you out, wrecking your health and your family life.

Or you can cut back on costs. Every sales rep should be on a tight personal budget. It helps you make more money, without having to make more money. Get it? You take more home by spending less.

Or you can take the slow fix, getting better at skills you use in front of prospects.

What pill will you pop?

I recommend all of them.

The mixture can’t hurt you – and you might be surprised at how much longevity you buy when you implement all three approaches simultaneously.

Chinese Elephant Kicks Heroin Addiction

September 26th, 2008

The world’s biggest drug addict has finally kicked the habit.

Big Brother, an Asian elephant hooked on heroin after drug traffickers fed him smack-laced bananas, is finally heading home after three years in rehab, Reuters quoted the Xinhua news agency as saying.

The bull, or male, was captured in the wild in 2005 in southwestern China by the bad guys, who controlled him with drugs.

Cops busted the gang a few months later, but then noticed the big beast was suffering from opiate withdrawal.

He was sent to a wildlife facility on the southern island of Hainan, where his treatment involved a year of methadone injections at five times the human dosage.

Big Brother, also known as Xiguang, was due to arrive at an animal park in Kunming, capital of Yunnan province, on Saturday.,2933,416684,00.html

Hey selling pro – what nasty habit do you have that is undermining your performance on the job?

These habits could be elephant big or tic tiny, but they all impact the money you make and take home.

One quick example; you get your day started 20 minutes late, let’s say 3 times a week.

That’s 52 hours a year – like taking a week vacation (without the fun & sun).

If you’re earning $100,000 a year you’re offering two grand to the Sleep Gods or Starbucks Demons or whoever causes you to slow up to show up.

So there you have it, we’ve discussed the elephant in the room.

What will you do about it? And when?

Who are you?

September 18th, 2008

The mom leaned over the sleepy head in bed.

“Honey, it’s time to get up, you’re already going to be late for school.”

“I don’t want to go to school. All the kids hate me. The teachers hate me. EVERYONE HATES ME!!!”

“But honey, you have to be there. You’re the principal.”

Do you know who you are as a sales pro?

You might think “I’m many things to many people” You can simultaneously be a parent, son/daughter, friend, co-worker, sales rep, manager, even a prospect at times!

But who are you when you’re a sales pro?

Here’s one perspective you could take to heart.

You are one person in the prospect’s life who can build them up, enhance their job and increase their corporate credibility  – as they make good decisions related to what they buy.

So wake up, early, and go help your buyer improve their condition.

And unlike that school principal, everyone will love to see you walk in their door.

Quarterback Retires & Teaches a Sales Lesson

September 4th, 2008

Dante Culpepper retired today from the NFL. His notice was sent by email and it’s has some fascinating wording in which is embedded a great selling lesson…

“I have been strongly encouraged from family, friends and league personnel to continue to be patient and wait for an inevitable injury to one of the starting quarterbacks in the league.

“I would rather shut the door to such ‘opportunity’ than continue to wait for one of my fellow quarterbacks to suffer a serious injury. Since I was not given a fair chance to come in and compete for a job, I would rather move on and win in other arenas of life.”

There’s a nice image – as soon as a competitor of mine has some traumatic disaster land on him the size of a 377 pound lineman, I get my turn.

Here’s your thought, sales pro – WHY WAIT? WHY WAIT FOR SOMETHING GOOD OR BAD OR INTERESTING TO HAPPEN. Just move on with your life. You know all those prospects who’ve been hanging you out to dry for months and months and more?

Move on. If you can’t help someone else make a decision, you can’t help them at all.

Move on. Your time is precious and you respect yourself when you treasure time enough to make decisions based on this truism.

Move on. There are great opportunities awaiting your attention.

Good luck Dante, we’ll be watching to see where your toughness and talent get you more success and new adventures.

And reps, start thinking about every situation you’re in and whether you should Move on.

Surprises – Good or Bad?

August 20th, 2008

A motorist casually traveling on a highway had his vehicle crushed by an airborne cow (this time, near Manson, Wash., in November). The 600-pound cow had fallen off a cliff, totaling the minivan but not injuring the driver, who was quoted in an Associated Press dispatch saying repeatedly, “I don’t believe this.” [Seattle Post-Intelligencer-AP, 11-6-07]

In what situation is a surprise a good thing in sales?

When you give a new client a thank you gift – good thing.

When you under promise and over deliver – good thing.

When you introduce a great new product or service – good thing.

What scenario makes for a bad surprise?

When you aren’t forthright with delivery trouble – bad thing.

When your new client experience leads to buyer’s remorse – bad thing.

When you make a failed first impression on a new prospect – bad thing.

Plan surprises for prospects. It delights their hearts. Think about the joy that comes from your good unexpected moments.

Find a unique gift (I’ll be discover loads of them at the Motivation Show in Chicago next month, September 23-25), and deliver it – preferably in person. See if that doesn’t deepen your relationship and erode the competitive edge others have built in the background.

And let me know what you did. I’ll  share it here.

Everyone Wants to Own…

August 4th, 2008

Today I was looking at a Map of the World placemat I got for my kids. There are some interesting observations one can make beneath the spaghetti sauce…

Everybody wants to own something.

There’s an island west of Mexico that France owns.

The Caribbean islands are owned by the US, UK, France & the Netherlands.

The UK owns lots of islands north of Antarctica, and Norway owns one there, too.

Other islands scattered about the planet are owned by India, New Zealand, Australia, Spain, Portugal, Japan and more. There are even rumors that some islands belong to people who were living there in the first place.

When do we have enough? When do we have too much?

I just had a buddy I play basketball with come to me with a problem. He’s having some financial trouble related to his job, his car, his house (3 months behind in rent) and worse, feeding his family.

I asked the other hoops guys who show up to run at 4:45am three days a week for help. We now have $325 in gift cards for a food store in the area.

How are you doing? Do you have enough? Too much?

Find a way to identify someone close to you that needs some of your “too much.” Give them encouragement, a boost – perhaps financially.

You’ll find out a new, an additional definition of wealth – building into others outside your work world.

Do this and you keep the under-resourced from being as isolated as islands on a map.

Let me know what you do and how it feels. Your stories, like mine could inspire others.

(help please) Survey for Sales Pros…

July 9th, 2008

Welcome to the Largest World-Wide Academic Research Project on the Importance of Salesperson Knowledge & Skill !

This study was specifically designed for Salespeople, Sales Managers, and Sales Trainers, and Sales Professors

Thank-you for responding to your invitation! The time you spend answering will help the sales profession!

I sincerely appreciate your support.

Brian Lambert
Founder, United Professional Sales Association