Posts Tagged ‘Dan Seidman’

Help with Endorsements of MAJOR, ground-breaking book on sales training…

Thursday, June 23rd, 2011

The Ultimate Sales Training Book will premier late 2011.

This 900 page encyclopedia of best-practices in sales training is being published by Pfeiffer, probably the most prestigious corporate publishing house (a Wiley/Jossey-Bass imprint). In addition the book will be co-marketed globally with the American Society for Training & Development (, the largest training association on the planet with over 70,000 members. Because of this exposure, it’s anticipated that language rights will be issued around the planet.

This monster project represents 30 years of my unique and useful body of work contributing to the sales community.

It is incredibly comprehensive, with things you might never consider building into training.

For example, there are over 30 pages on mental health for sales pros. This covers handling rejection, self-talk, optimism and more.

It covers creating energy during the day by both mentally escaping from work regularly and eating properly at lunch. Tell a sales executive you can reduce or remove energy dips late in the day and you have a friend for life.

The Ultimate Objection-handling Tool is an amazing process I created to navigate the dangers of prospect resistance and move your sales pros further down the path toward the close.

The most potent process I’ve ever encountered for designing proposals is included. Alan Weiss, one of the best brains on this planet has mentored me directly on his methodology, so he was generous enough to offer his content. I highly recommend every one of Alan’s books, as well as his consulting work, mentoring programs and workshops.

You’ll read some amazing advice with supporting data on sales contests (which I encourage companies to begin, right after training – to reinforce newly acquired behaviors).

The section on lead generation is huge – with every possibly way and place to find prospects. Even if your company provides marketing for you, you’ll want to review this to make sure nothing is missing from your opportunity management strategies. I believe this is the most comprehensive list of it’s kind, anywhere.

900+ pages full of fantastic content, great exercises, funny & insightful stories, and much more.

I’m looking for senior sales executives of major corporations in the following business categories to review this work and offer a couple sentences to use inside the book when it’s published.

Anyone you can think of who’d be interested, let me know. I really need highest level sales execs and Chief Learning Officers. The list follows.

I would prefer you contact me directly, rather than post to this blog.























Golfing, Dentists & Selling

Thursday, January 15th, 2009

A man and his wife walked into a dentist’s office.

The man said to the dentist, ‘Doc, I’m late and in a hurry I have two buddies sitting out in my car waiting for us to go play golf, so forget about the anesthetic and just pull the tooth and be done with it.

We have a 10:00am tee time at the best golf course in town and it’s 9:30 already. I don’t have time to wait for the anesthetic to work!’

The dentist thought to himself, ‘My goodness, this is surely a very brave man asking to have his tooth pulled without using anything to kill the pain.’

So the dentist asks him, ‘Which tooth is it sir?

The man turned to his wife and said, ‘Open your mouth Honey, and show him.”

Sales pros – funny story, but can you really control anther person? More poignantly, can you control a buyer?

One thing pounded into me when I grew up in selling was this; YOU MUST CONTROL THE SALE.

Here’s the bad news about that old school thinking – you can’t control the sale. Good news? You can TAKE CHARGE of the sale. There is a world of difference here.

You take charge by gaining agreement on the steps you and the buyer will take as you talk and walk through the possibility of working together. This strategy of gaining agreement is the single best indicator of sales skill, or talent, I’ve ever encountered.

It’s the single most critical strategy I teach in sales training. The module is called One Great Opening is Worth 10,000 Closes.

Track me down for details; or 1-847-359-7860.

Dan Seidman’s Sales Training Experience was recognized by Selling Power Magazine’s Sales Excellence Awards.

Christmas Dream Fulfilled

Thursday, 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.