This is What a Losing Salesman Looks Like

(Warning – I’m going to lose a few readers over this post…)

A salesman losing a deal is kinda like an animal caught by a steel jawed trap crushing its leg.

It screams in pain.

It kicks to get free.

And in some cases it will even chew it’s leg off to get away.

A salesman losing a deal is a depressing sight.

And when you know what to look for, it’s easy to spot while it’s happening.

Right now you can watch a salesman losing the 2nd biggest sale of his life.

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How Romney Outsold Obama in Last Week’s Debate

Did Romney “win” the debate last week?

Or did Obama “lose” it?

There’s been a lot of discussion this past week in the news on this.

I read and watch a lot of politics. Much of it is noise, but I like watching the political season, because it is the highest stakes persuasion game there is.

And reading last night, I came across this interview by Greg Sargent of the Washington Post with the pollster Stan Greenberg, who says he knows why Romney won the debate.

And by won the debate, Greenberg really is talking about why the polls are moving in Romney’s favor. So he zeros in on the group that changed their opinion the most after the debate, and that group was unmarried women…

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Sales Lessons from the 1st Presidential Debate of 2012

Boy Did I Screw Up on Last Night’s Debate!

I thought I knew everything.

Figured I’m the persuasion-meister, such a master at influence, that I would be GREAT at analyzing and calling the Presidential Debates last night.

I decided kinda last minute to live post my thoughts to my Shameless Shamus Facebook page as the debate between President Obama and Governor Romney was happening.

It was a fun experience – if you weren’t there with me on my Shameless Shamus Facebook page, you missed out.

Anyway, I screwed up.

I was kinda calling the debate as a tie or a draw.

But judging by “everyone elses” reaction, Romney knocked it out of the park.

Now I’m not one to always follow the herd.

But in elections, it aint just my opinion that matters.

So here’s my post-post-debate insight that applies to us in sales…

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How to Instantly Spot “Spinning”

Its election time again here in the USA.

And if you watch or read the news, you can’t avoid hearing another analysis of the election, or who’s ahead, who’s behind in the polls.

One of the most interesting aspects of politics from the viewpoint of a persuader, is the notion of spinning.

I’m sure you’ve heard this word.

It is said that politicians, and more specifically their media spokesmen and surrogates, are always “spinning the news”.

So just what is “spin”?

Well I think of it this way.

You know that phrase, “frame of mind”?

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Is Money the Root of All Evil?

I’m sure you’ve heard this…

Money is the Root of all Evil

Do you believe this?

Last night this came up over dinner with my daughter.

She said that life sure would be easier if there weren’t money.

Boy that perked me up outta my seat!

When such cultural viruses invade my space, I stand right up and go after em!

So I began to explain to her…

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Getting the Secret Truth on Every Deal

Woody Allen once said…

90% of life is just showing up

That might be true for him.

But it aint true in sales.

Just showing up isn’t enough.

Sure. You gotta get in the game.

And you gotta ask.

Because if you never ask, then no one will ever say yes.

But in selling, we always have competition.

And usually lots of it.

In every deal, there are lots of losers who just “showed up”, and only one winner.

The secret to winning 90% of your deals is knowing the secret truth about every deal.

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How I Focus and Keep Distraction at Bay

Here’s my Sales Thought for the Week…

You get what you focus on.

Every day I make a short focus and action list.

I mark only 1-3 items as must-do actions to focus on.

The rest are nice to do (and I sometimes get to them as “break-time” from my must-do work). Otherwise I put those off to another day…

By focusing on the must-do actions, and keeping those limited to 1-3, I get a LOT of things that I WANT to do, done.

This is how you make the reality you desire, one-day at time.

Sell with Pride,

-Shameless Shamus Brown

The Wrong Way to Ask Sales Questions

Questions asked the right way, lead you closer to the sale.

Questions asked the right way, uncover opportunity.

Questions asked the right way, create a bond between you and the prospect based on a belief that you can help you them.

Ask questions the wrong way, and you will accomplish none of this.

What’s the wrong way to ask questions?

Well there’s one way I know of that can be really damaging…

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A Right Time to Sell and a Wrong Time to Sell

There’s a right time to sell

And there’s a wrong time to sell.

The right time to sell is when you have earned the right to sell.

Sounds simple enough.

But lots of people screw this up.

You don’t earn the right to sell just because the customer has asked you for information, for a pitch, or a demonstration.

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Be Proud of Being a Salesman!

Here’s my Sales Thought for the Week…

Be proud of being a salesman!

Be proud, because all business activity starts with the sale.

Sales IS business.

The people who create the products you sell NEED you to get
their products to the customer.

Without you, there would be no business.

Sell with Pride,

-Shameless Shamus Brown