Author: Shameless Shamus Brown

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. You see there’s the “information” about the deal that your prospects tell you and every other vendor… Here’s what we are buying Here’s what it needs to do Here’s what we want you to show us Blah, blah, blah… But that aint the complete story. They usually don’t tell you the inside story about why they are buying. And that inside story, is the story you gotta know. Because once you know the inside story on why they are buying, you can predict with a high % of certainty who they will buy from. Which means you will know whether they will be buying from you or not, up front. And once you know this, you don’t have to “show up” anymore to the deals that someone else is going to win. There’s never...

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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...

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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… It’s where the seller asks a question, but he’s really just pushing features he has to sell. I was thinking this morning about approaching a potential new business partner to products for my wife’s business. And I imagined how dumb it would be if I asked… “Do you have a lot of women on your customer list aged 30-55 years old?” This would be dumb, because he could reply by saying “Well I have both men and women in that age range. So your product is mostly for women? Hmm, I dunno, my prospects aren’t only women…” See, I would have just screwed myself. By asking a leading question to see if he wanted what I was selling, I would have immediately disqualified myself. He would now be thinking that I *only* have a product offer appropriate for a market of women aged 30-55 years old, when in fact this product is not limited to just women,...

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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. You earn the right to sell when you uncover the driving reason behind the sale. You need to know the reason WHY people want to buy what they want to buy. Knowing this is your leverage in every sale. Once you know the reason why someone is buying, you typically also will know… How fast or slow will they make a decision Will they really make a decision, or will this drag on, and on Which key feature(s) of your product is most important to them I like knowing this info early. It lets me quickly make a decision on whether to sell to them, to wait, or to qualify them out and not sell at all. Huge time saver. Get this info early and you’ll make more sales this year. Sell with Pride, -Shameless Shamus...

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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...

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