Posts Tagged ‘sales training’

(Hilarious) Sales Guy Gets Even (and Sued)

Friday, September 16th, 2011

When a restaurant in cowboy country (Montana) rejected the advances of a Yellow Pages ad rep, the salesman decided to give the place a free ad under the category “ANIMAL CARCASS REMOVAL.”

The enraged business owners are suing Dex Media, Inc. for a loss of revenue related to the nasty joke (and they continue to receive prank phone calls to boot).

Then to add insult to empty tables, Jay Leno mentioned the listing earlier this year on The Tonight Show.

Details are here…
http://www.msnbc.msn.com/id/44459855/ns/business-small_business/

Okay, sales pros – you really want to have healthy responses to rejection. You want to move on without risking time in court and your career.

I highly recommend the old-school thinking of “Yes, No, Next” after every selling encounter.

YES! You got the sale, that’s good.

NO! You got rejected, that’s good, too.

NEXT! Either way the prospect goes, we’re on to the next buyer.

I dedicate over 30 pages to the mental health of sales pros in my upcoming book, The Guide to Ultimate Sales Training (Pfeiffer, 2012). For details, contact me at the new email address Dan@GotInfluenceInc.com.

Stay healthy my friends.

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 (ASTD.org), 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. Dan@SalesAutopsy.com

Thanks!
Dan

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Origins of Wind and Selling…

Friday, May 14th, 2010

It’s early morning and daughter, Abbie jumps into bed with my Princess Bride and I.

“Mom & Dad, do you know where the wind goes when it blows by? And, where does it come from in the first place?”

My wife is silent. I get the science questions, so my two ladies look at me and I reply.

“Where does the wind come from? We’ve been told not to talk about that.

The laughter dies down. I catch an elbow from the wife and I reach for the notepad next to our bed to write this thought down. A thought that piggybacks on my joke.

“What are they not talking about in selling during your sales training?”

Language.

Language is the answer and it’s a big deal. See, the use of persuasive language strategies is the most neglected area of any sales training (and leadership and management and customer service and on and on).

GOT INFLUENCE? If not, send me an email and I’ll respond with a little paper on some big language tips. Dan@SalesAutopsy.com.

The focus of all these forms the future of selling. It’ll be found in my next book, The Secret Language of Influence. Stay in touch for more tips to come.

One more thing, I’ll be covering this as part of my sales training presentation at The American Society for Training & Development’s International Conference next week. Have a peek at the details (Wed, May 19th).
Sales Training What’s Missing?

The Performance

Monday, November 30th, 2009

A musician was performing a solo recital in Israel. When he ended the last selection, a thunderous response came from the audience, including many cries of “Play it again.”

He stepped forward, bowed, and said, “What a wonderful, moving response. Of course I shall be delighted to play it again.” And he did.

At the end, again there was a roar from the audience, and again many cries of “Play it again.” This time the soloist came forward smiling and said, “Thank you. I have never been so touched in all my concert career. I should love to play it again, but there is no time, for I must perform tonight in Tel Aviv. So thank you from the bottom of my heart – and farewell.”

Immediately a voice was heard from the back of the hall saying, “You will stay here and play it again, until you get it right.”

Hey, selling pro do you know what one of the best of the best practices there is for sales?

It’s PRACTICE.

Practicing your dialogues, your opening, your handling of resistance, your closing and doing all this with your peers.

Great sales pros do not practice on prospects. They nail down every influential word, every nuance long before they stand, sit or phone potential clients.

So go practice, again and again and again, until you get it right.

Football Dummies & Sales Smarts

Monday, November 16th, 2009

A great coach somehow become both ordinary and stupid in front of an international TV audience last night as New England played Indianapolis for bragging rights to the best NFL team in their conference.

You can read the article here at ESPN.com, but I’ll summarize a single play that turned a winner into a loser;
http://sports.espn.go.com/boston/columns/story?columnist=reiss_mike&id=4659027

In what might easily be called the worst coaching call in the history of football, New England had the ball, winning by six points with 2 mins left. On 4th down and 2 yards to go, at their own 27 yard line, coach Bill Belichick has his team go for the first down!!!

Didn’t make it, so Indy easily moves down and scores to win the game.

This quote keeps popping up: “We tried to win the game on that play,” Belichick explained.

You dummy, you were already winning! You just had to punt it to the 20 and let Indy try to go 80 yards.

As a sales coach I recognize that you can divide the world into two categories: Those that make good decisions and those that make bad decisions.

As an award-winning guard on the US Masters basketball team, I recognize the same thing about players on the court.

2 categories, it’s pretty simple.

Where would you place yourself? Good decision-maker or bad?

Where would others categorize?

Focus on making good decisions, in every part of your selling day – whether you’re dealing with prospects or clients or managing yourself or peers. And at the end of the day focus on the same for family and friends.

Good decision-makers have longevity on the job, their earnings are higher than most. They have sweet relationship on the home front, too.

Don’t be a Belichick, bad decisions can define you and cling to your reputation for a long time.

It’s all about choices in life, isn’t it. Smart sales pros make good ones. They even help prospects to do the same.

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; dan@salesautopsy.com or 1-847-359-7860.

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