Don’t Sell The Way You’d Like To Be Sold To

One of the worst mistakes you can make when selling is to assume that you should sell to someone else the way you would want to be sold to.

I know, I am turning the Golden Rule on its head here.

But listen to me for a moment.

The Golden Rule is a good one for how to treat your coworkers, your neighbors, new people you’ve just met, etc.

It is a good way to go through life.

It was invented for making friends.

It was not invented for making more sales.

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What is a Sales Jedi?

A guy name Christopher wrote me over the weekend, wondering if I teach people how to become a Sales Jedi.

He wants to be one of those “Sales Jedis where the customers end up doing all of the ‘work’, and the salesman just guides them to the questions and answers.”

If that’s a Sales Jedi, then I guess the answer is Yes. And I have created more than a few of them the last few years.

A Sales Jedi is not some fast talking, has-all-the-answers sales dude.

You see it’s nearly impossible to have all the answers. Customers are always coming up with new questions.

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How to Sell Without Selling

Here’s my Sales Thought for the Week…

Wanna sell without selling? Tell a story. Tell stories to your prospects about your customers’ experiences with your products. Stories sell for you because they give people a fantasy experience in their minds of what it would be like to own your product.

Shameless Shamus Brown

P.S. Have you watched the 2 minute video from the sales pro who closed a $100K deal using just one questioning technique I taught him? This is a story on video bubba. Watch, and imagine what this could do for you.

One Step Back, Two Steps Forward

Yesterday got me thinking more about why some people succeed more than others.

One thing stands out for me.

And that is an attitude of constant improvement.

Somehow I got this programmed into myself at an early age – how I don’t know.

Back in my corporate sales days, when I would bring presales support people along on sales calls, as well as the occasional sales manager or VP, I would always debrief afterwards with my team.

No matter whether the call was a home run, or a flat out disaster, I would grab the team for a debrief (often over beers) to discuss what we did right, what we did poorly, what learned about the account and our competition, and what we could do better.

I wouldn’t allow anyone to be thin-skinned. Everything was fair game. Now I am pretty diplomatic when I need to be, or I can be blunt and to the point when the situation calls for it.

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4 Reasons Why This Guy is a Success

A few years back I got to mentor a young man who was selling home heating and air conditioning systems.

Now he is the CEO of a growing legal services firm in Washington DC.

Daniel Waldschmidt is his name, and he credits me with getting his head on straight and turning him into a Sales Allstar. Daniel is an interesting study in success. Read what he has to say in his own words straight from his CEO blog, The DEW View

I got a bad ass mentor the first time around. In my growing self-dissatisfaction days as an early twenty year old punk in sales (trying really hard but kind of clueless…) I hired Shamus to turn around my skills and make me the “CLOSER”… Shamus Failed!

He didn’t teach me how to close anything…

Starting with my first ‘zen session’, Shamus taught me that the head game was the most important part of the battle for success. He confirmed my disdain for the Zig Ziglar-esque ‘put a post-it note on the mirror that reminds you how good you are’ type of tactics and taught me to examine and qualify opportunities and LISTEN to client’s pain…

Imagine that! Instead of practicing fancy ‘lines’ or tricky ‘tactics’, I was taught to ‘listen’ and ’empathize’… I learned and I became an AllStar…”

Daniel was doing well when he hired me as his sales coach, and after a few short months of working together he was doing even better (I call a 90% close rate an “improvement”).

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Don’t Apologize, Assume Your Power

Some sales people constantly act like they are an interruption.

Doing so, gives away your power and results in you getting treated as if you are an interruption

Whether you are an interruption or not is something you cannot know ahead of time.

Whether you are making a phone call or an in-person sales call, you don’t know what is on your prospect’s mind before you see or talk to him.

You “might” be an interruption if what you are selling is not important to your prospect.

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Why Making People Upset Gets You More Sales

This may be counter-intuitive for you.

I didn’t always know this.

But getting people upset is the fastest way to make more sales.

Strange but true.

This can be a bit hard to understand and accept at first. Especially if you are like me and most other sales people and you really like relating to people.

But here’s the truth:
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Create Your Own Deals

Here’s my Sales Thought for the Week…

If you only go after the deals that are already competitive with vendors like yourself, then you are working harder than you need to and probably closing less than you could be. You should also be spending part of your time prospecting for deals in accounts that haven’t contacted you or your competition yet. Your closing rate will be significantly higher when you create your own opportunities.

Sell with Pride,

Shameless Shamus Brown

P.S. You create a new deal when show someone how to solve a problem that they are either unaware of or are ignoring. Discover how to quickly and easily get you’re your prospects to want you to help them with the Persuasive Selling Skills Audio Program now.

I’m Gonna BBQ a Whole Freakin Pig Tomorrow!

This is a non-serious message (sorta).

Tomorrow morning, starting around 7am, I am getting together with a few friends to roast a whole 150 lb. pig.

Nope, tis not organic.

Just plain old, fresh killed pig.

In fact it’s in the butcher’s icebox at my grocery store right now.

It’s my friend Andrew’s Birthday this week. So we’re starting a new/old tradition round here, and throwing a big bash on the beach of a local lake with a pig roast as the center attraction.

I say “new”, cause this is a new tradition for me with Andrew and my friends here in Grass Valley and Nevada City where I work and live. And I say “old” cause Andrew threw this party as a summer birthday bash for himself in his previous life when he used to live in Southern California.

It’s called the MegaFest.

It’s gonna be fun. No, it’s gonna be MegaFun.

I am gonna get lots of pictures and we’ll be shootin some video too.

If you want get live updates as this crazy day unfolds, then you can follow me on Twitter. I’ll be posting updates from my cell phone (as long as my sobriety allows) to

Don’t know what Twitter is? Then watch this 2 minute video explanation. Twitter’s pretty simple, and it’s a great way to connect with and follow people’s activities from your cell phone (or web browser).

If I can get a good shot, I’ll post a picture of the pig in the butcher’s icebox sometime this afternoon (we’re going over to pay for it around lunchtime).

UPDATE 4:00PM Pacific Time: Here’s a pic of me and the pig…

Shamus meets "The Pig" in the Butcher's Icebox

The rest of the pictures I’ll put up next week. And you’ll want to add me as a friend on Facebook, cause I’ll probably put the photos and videos of me and the pig up on Facebook first.

Now I don’t expect anybody to get nakyd or anything like that. But hey, you never know what’s really gonna happen. So make sure you follow me on Twitter and friend me over on Facebook.

Oh, and this message wouldn’t be complete without my Shameless Sales Plug. So here it is. Yes, I am going to be partying tomorrow, but next Monday it’s back to makin more buckaroos for me and you. So go get yourself a copy of my Persuasive Selling Skills Audio Program. It’s almost as much fun as my pig roast, and will certainly put more sales bux in your pocket this summer!

Sell with Pride,

Shameless Shamus Brown

P.S. If you are wondering what happened to the video earlier this week on my blog, it got removed from YouTube (where it was hosted), and I don’t know why. It was a video from another YouTube user, and they haven’t said why they took it down. I hope you gotta chance to see it before it got yanked cause it was pretty hilarious!

Limited Number of Prospects? Here’s What to Do

What should you do when your territory isn’t overflowing with great prospects?

Maybe your company hired lots of sales people with the idea of saturation coverage.

Personally I have been in that situation more than once!

Or maybe you sell something really specific to a market that has a small, finite number of organizations in it (one of my customers sells only to State and Federal law enforcement and he tells me his market is limited to 62 prospects).

In such circumstances, you can’t be a dick to your prospects, now can you 😉
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