Selling In 2012.

"Arrived too late, act already done." ~ Nostradamus.

In 2012 many commentators predict massive and sudden destructive events of global and even cosmic proportion that will result in the loss of billions of human lives. Some suggest the Earth itself may be destroyed with the loss of all life. ~ So what are we to do?

Sell A Whole Bunch Of Stuff.

If there was ever a time to prospect, qualify, and sell better than you've ever done before. Now is the time. Hell it's the end of the world. Forget tomorrow, social media, and all the long term stuff.  ~ Sell 'em now.

Close 'em up.

Come on ~ In 2012 just be the selling machine you've always wanted to be ~ what have you got to lose? The world is coming to an end. ~ So here's what you do. Forget all the smart advice. Guillotine the gurus. Swig down some coffee you closer. You don't need to learn or listen to anyone any more. It's the end ~ Armagedon is upon us.

Be a widget warrior this year, a transaction terror. Let's move some merchandise. Think about it. Those that mind don't matter. Those that matter won't mind. Enough of all the fluff - Let's Focus. ~ Do it for your Family and your Friends  ~ The 'experts' say that it's all over so...
  • Profile your prospects.
  • Pitch "Today is the last day" (because it really is)
  • Close em up now. ~ Today.
Get out there and sell.  TODAY ~ You're A Selling Machine.


Too Cool.

"Success isn't a result of spontaneous combustion. You must set yourself on fire". ~ Arnold Glasgow.

The young salesman was sitting down with his mentor at one of those gut level meetings that the old man liked to call one on ones. When in fact they were more like the Spanish inquisition. Yep it was just like being strung out on a rack. Every question was direct and brutal. Every answer given drove a follow up question and a next action. The young man hated it at the time, but years later he cherished the lessons.

"Why do most salespeople miss out on sales?" the old man asked.
He didn't wait for an answer ~ "Because they're too cool" he said.

They're too cool to ask the really tough questions. Too cool to ask about timelines, budgets, or the approval process and they're definitely too cool to make cold calls or to ask for the order.  So they wait. They figure if they just wait then they won't have to hear no. ~ Rejection isn't cool.

They figure it's better not to see, hear, or say the stuff they'd rather not. Better to just wait. The cool salesperson doesn't want to seem too eager or enthusiastic. Too energetic or too accessible. They figure that they've got a reputation, an appearance to uphold. But you know what?

If you don't get the sale what kind of reputation do you have? 

The old mentor looked the young man straight in the eye and said ~

Don't Ever Be Too Cool.

Passion & People.

" I want to put a ding in the universe" ~ Steve Jobs.

Success, in any field, comes down to passion and people.

Pursue your passion and surround yourself with really good people.

It's The Leads.

" When you reach the top keep climbing." ~ Ralph Waldo Emerson.

An ambitious young salesperson was determined to get to the top no matter what it took. So he embarked on a quest. To find out what it takes to get to the top of the sales board he visited hundreds of companies around the country and asked everybody one simple question. "Why is the same salesperson always at the top of the board?" In every company, every year, it seemed to him that the same salesperson always came out on top. Earned the most. Won the most awards and led the pack.~ Every Year ~ Why is that? ~ he asked.

And every other salesperson answered ~ It's The Leads.

Then he returned to his company and sought out a wise old mentor.
A man who had been in sales for over half a century and would give him the straight skinny. After retelling his experience to the old campaigner he asked ~ "So is it the leads?" The seasoned veteran smiled and said ~ Yes. ~ But let me explain. The very best get the very best. That's how the world works, he said. A lot of salespeople need to grow up and recognize that business, and life, is all about dependability. Customers depend on it. Management depends on it. Shareholders depend on it and Employees families depend on it. Someone has got to deliver dependably. Those at the top of the board have made it a habit to deliver results dependably. ~ That's It.

So yes, he said, it's the leads. ~ But think about it this way:

L = Leads.

Whether you inherit, earn, are given, or prospect leads yourself you need to deliver dependably on them or they will go to someone else.

E = Expectations.

Those at the top of the board have higher expectations. Of themselves and what they do with leads. They expect and deliver results.

A = Actions.

To get to the top of the board you'll need to get yourself, and others, to take uncomfortable actions. You'll need to get leads to take action.

D = Deliver.

All the talk in the world won't get you the best leads or to the top of the board. You will need to deliver results first young man.

The old mentor gazed up at the sales board in his office and said...
Yep  ~ "It's the leads ~ but to get the best leads you will need to deliver results first. He smiled and said ~ "Isn't that a bitch?"

The Future.

"The empires of the future are the empires of the mind."
~ Winston Churchill.

What if we could all learn from pure data? ~ If we could get our news without spin and agenda? ~ If we could access information that was completely devoid of opinion or subjective input? ~ If our searches returned more than advertisements or paid placements constructed to simply monetize a query? ~ What if our inquiry returned completely neutral FACTS and OPTIONS. What if we could communicate with a being that delivered pure DATA? Well we can't of course because someone, somewhere, a human being, has to upload that data.

But just imagine the possibilities if we could remove the subjective aspect of information. If we could always trust that the communication back to us was totally free of agenda and personal perspective.

Business decisions, Buying and Selling, Personal Development, Health, and all the affairs and inhabitants of our world could be advised with pure, unadulterated, logic. No politics, no spin, no right or left, no disagreeable diatribe fueled by preconceptions and preference. Yes it would be cold and colorless. Lacking in emotion and ego. Empirically empty and devoid of desire. It certainly would remove instinct and ambition from the equation and it would lack the soul that has created musical, literary and artistic masterpieces throughout history. But it would be interesting to see how it would effect our decisions and world.

As children we learned from books, people, and experience. But what if we each had a data android. One that could provide us with unvarnished advice. Pure clarity. Not as a playmate but as a resource of reliable, agenda free, guidance. Imagine... No politics. Truly unbiased news and credible guidance available without an agenda.

Imagine ~ The Future.

The Eagle.

"Don't quack like a duck. Soar like an eagle." ~ Ken Blanchard.

There's a story told by Arapaho indians to young men who want to become warriors. It's about a test they will have to take to become a respected leader. The test is a fitting fable for any leader who wishes to work with the very best, the eagles, in any field of endeavor.

Eagles fly the highest of all living beings. Their nests are found at the peak of the tallest mountains. A rite of passage for any young man who would become an arapaho warrior was to scale the mountain and collect feathers from an eagles tail and bring them back to the chief of the tribe. With a rodent attached to him, to attract the mighty bird, the warrior began his climb. As the eagle swooped down to snare the tasty morsel the young man would grasp the king of the sky and hang on for dear life. The eagle would scream and tear at the young warriors flesh with it's razor sharp talons as the Indian tried to pluck feathers from its tail. The mighty bird would dig deep into sinew, flesh, and bone testing the warriors resolve and determination to complete his task.

The best soldiers, salespersons, and people in general are eagles.
The truest warriors, those that fly the highest, have claws and mighty sharp talons. Eagles are not the easiest to coach, lead, or work alongside. But... If You Want The Best ~ You Must Be The Best.

Be Happy.

"Most folks are as happy as they make up their minds to be"
~ Abraham Lincoln.

There 's something special deep inside human beings. Something that inspires us. It's something that makes us happy. It's the traits that we admire. The ones that prompt us to quote, salute, recognize and respect those we share this planet with. The ones that make us smile.

When we notice them, when we see these traits in others, all of life makes sense. Look For Them ~ Find Them ~ Appreciate Them and...

Be Happy.

On Faith.

"All I know is that I know nothing." ~ Socrates.

Faith is a very personal thing. Some proclaim it and some ridicule it. To each his own. I certainly believe that God is my copilot ~ But lack the strength to switch seats. That is the challenge of faith. That is man at his most arrogant. A sentient being that feels and hopes there is something more yet knows that ~ "All I know is that I know nothing."

Resistance Is...

"Resistance is Futile." ~ The Borg.

Why do we resist coaching? ~ Why do we resist change even if it's for our own good? ~ Why do we keep doing the same things and expect different results? ~ Why do we need to be pushed, persuaded, and convinced to change behavior? ~ Why doesn't it just happen naturally?

It's our fight and flight response. Because we've evolved to the point where we no longer have to fear for our life our fears have also evolved. We resist input. Input threatens our status quo. It's illogical I know ~
But It's True. We fight and flee from the input of others even though our intellect tells us not to. We push back. It's simply self preservation.
It's the evolution of our species. We fear the loss of our identity.

We resist change ~ We fear assimilation.

So if you are trying to coach, help, teach or inspire here's a tip.
Don't beat yourself up too much when people don't do what you advise. It's simply evolution. ~ It's the fight and flight response.

It's human nature for us to not want to be assimilated. :)


"If Stupidity got us into this mess, then why can't it get us out?" 
~ Will Rogers.

Why? ~ How many times do we hear that one? ~ Why Can't We. 
Why Don't We. Why Are We? ~ Usually we replace we with he, she, they, or you, but the age old question still remains  ~ Why?

Well the simple answer is  ~  Step Number 2.

The reason for all of the failings, frustrations, conflicts and challenges we have as human beings starts on step number two of the ladder.

We "Select" data from what we observe ~ And then it all begins.

The Ladder Of Inference.


If you can keep your head when all about you
Are losing theirs and blaming it on you;
If you can trust yourself when all men doubt you,
But make allowance for their doubting too:
If you can wait and not be tired by waiting,
Or being lied about, don’t deal in lies,
Or being hated don’t give way to hating,
And yet don’t look too good, nor talk too wise;
If you can dream—and not make dreams your master;
If you can think—and not make thoughts your aim,
If you can meet with Triumph and Disaster
And treat those two impostors just the same:
If you can bear to hear the truth you’ve spoken
Twisted by knaves to make a trap for fools,
Or watch the things you gave your life to, broken,
And stoop and build ’em up with worn-out tools;
If you can make one heap of all your winnings
And risk it on one turn of pitch-and-toss,
And lose, and start again at your beginnings
And never breathe a word about your loss:
If you can force your heart and nerve and sinew
To serve your turn long after they are gone,
And so hold on when there is nothing in you
Except the Will which says to them: ‘Hold on!’
If you can talk with crowds and keep your virtue,
Or walk with Kings—nor lose the common touch,
If neither foes nor loving friends can hurt you,
If all men count with you, but none too much:
If you can fill the unforgiving minute
With sixty seconds’ worth of distance run,
Yours is the Earth and everything that’s in it,
And—which is more—you’ll be a Man, my son!

Rudyard Kipling.


"As for the best leaders, the people do not notice their existence."
~ Lao Tsu.

Who will be the greatest leader of all time?  ~ Nobody.

The greatest leaders inspire us without us ever knowing it was them. 
We believe it came from us. The greatest leaders get us to do what we would not otherwise do and be more than we believe we can.

Some years ago I saw a very funny and thought provoking movie called  "My Name Is Nobody". 
The story tells of a young man who idolized a famous gunslinger who was about to retire. He convinced the cowboy to go out in style by facing down the infamous Wild Bunch.
One Man Against A Hundred and Fifty. ~ The youngster called himself  "Nobody".  Nobody influenced the gunman to stand up and face tremendous odds.  Nobody influenced him to be more than he was.

Some of us give credit when we do this to the big guy. Some believe we can name the leaders who have influenced us to strive and overcome adversity. And others think that they lead and drive themselves. ~ Who knows?


I don't know who the greatest leader of all time was. But I believe that the best leaders are often not recognized or admired. They lead us without knowing. They influence us in simple ways. They are the men and women who have the traits that we admire and emulate. 

They're not famous. ~ They're not known ~ They Are  ~ Nobody.


"A man convinced against his will is of the same opinion still"
~ Benjamin Franklin.

There's a myth in sales and business. A myth that says turning a no into a yes is an accomplishment. ~ A sign of prowess and great salesmanship. ~ It seems Ben Franklin would say otherwise.

A Yes is great. ~ A No is also great. ~ A Maybe is... Well it's simply an opening. What we do with that opening is critical. Do we let it just sit there and wait? Like some timid bystander, waiting, watching, and hoping? ~ Or do we move it forward with questions & next actions?

A maybe is a challenge to our professionalism. Its' a call for us to act. An invitation to ask questions and listen intently. It could be a no in disguise ~ A yes but later ~ Or a "I really don't want to deal with this" but it's up to us to find out. A maybe is simply a signal that we've entered an intersection. It's a yellow light that we need to move towards red or green. It's not a sign to sit, and wait, in the intersection.

Each Day.

"Fill your paper with the breathings of your heart."
~ William Wordsworth.

Often we forget the most important things in life. Each day turns into night and then the sun rises again. A page is turned and another clean sheet presents itself. With the onset of a digital world we seem to have relegated one of the most powerful connections known to man to a secondary role at best. ~ The Pen ~ Paper ~ Mind.

We use it for lists, post its and menial daily tasks but we have forgotten it's power to inspire, applaud and appreciate the most important people and things in our life. We forget how powerful it can be to write down what's meaningful to us. We neglect the connection. Then at the end of the year we make resolutions, and promises, in a hasty effort to make up for what we should be doing each day.

Take A Moment Each Day to write a personal note to yourself.

Just take a single sheet of paper and remind yourself of those people and things you are thankful for, goals you would like to accomplish, and any other thought that is important to you. Take a moment and...

Write A Note To Yourself Each Day.

Old School Rules.

"I tried being reasonable. I didn't like it." ~ Clint Eastwood.

What are the old school rules for work? ~ The politically incorrect rules that just won't make it past HR? ~ What rules would Clint use?

Be the first in and last out every day.
A day is twenty four hours - work half a day and that's twelve.
Sick? ~ If you are no-one should know.
Late? ~ It means you're not coming.
Say what you mean and mean what you say.
A promise is your word - period.
Work / Life balance gives 100% at work and 100% outside.
There are results and reasons - You give one or the other.
Just because I understand it doesn't mean I accept it.
Don't ask someone to do something you wouldn't do yourself.
Yes - You're special and unique - And so is everyone else.
Never whine, blame or make excuses ~ Ever.
Shut up and Listen.

True Achievement.

"Never, Ever, Quit." ~ Winston S. Churchill.

Everyone knows the quote. The call to strive, continue, persevere and overcome from one of the greatest men in history. A man who made a difference. A man who inspired a nation to keep going and striving through the darkness. A man who truly achieved greatness.

But very few people know of the words he said during his last days.
His words of discouragement and despair that resonated so strongly with a boy who considers him a father, hero and inspiration. At the sunset of his life, Sir Winston Churchill confided to a close friend:

"I've worked very hard and achieved a great deal only to achieve nothing in the end."

Discouragement is natural for each of us ~ but you know what? Although I never met Sir Winston he made an enormous difference in my life. He really achieved something. He inspired and inspires me.

So when you get discouraged recognise only this...You have made, and will make, a difference in someones life. Some people will be close and some you may never meet. When you feel discouraged and defeated ~ When you want to give up ~ If only for them:

Never, Ever, Quit.

The Salesman.

"Whatever advice you give, be short." ~ Horace.

A young salesman, just starting his career, went out to lunch with the best salesperson in the company and asked for his advice and insight. Leaning across the table the young man said to the seasoned veteran

"What Are The Greatest Sales Tips In The World?"

The senior salesman smiled then picked up his napkin and wrote on it "The Greatest Sales Tips In The World". He paused for a moment, thought, and pushed the napkin back across the table to the rookie.

Confused the young apprentice said "But you didn't write any tips?" The old campaigner lifted his eyes and in a barely whispered voice said

"There are going to be lots of people that can give you tips and advice. Much of it is good stuff. But let me ask you "What would you say to someone asking you the same question?" ~ What would you write on this napkin? ~ Because The Greatest Sales Tip I Can Give You Is:

Take the advice you would give.

The Alien.

“It ain't what you don't know that gets you into trouble. It's what you know for sure that just ain't so.” ~ Mark Twain.

A salesman was abducted by an extremely advanced species of aliens one night and subjected to a comprehensive examination on their spaceship. They checked him out physically, and mentally, to learn all they could about human beings. Then before releasing him they allowed the curious earthling to ask them one question. He thought for a moment about the enormity of his responsibility and then asked...

Why Do We Not Learn?

The alien replied ~ "Because you think you already know."

Theory & Action.

"An ounce of action is worth a ton of theory." ~ Ralph Waldo Emerson.

The Truth Is.

"Between stimulus and response there is a space. In that space is our power to choose our response." ~ Viktor Frankl.

What does it all come down to? ~ What Is The Truth?
If we want success, happiness, achievement or...
Every coach, teacher, leader, parent and sage will say...

Between stimulus and response there is a space.

How To Solve Problems.

"We are continually faced by great opportunities brilliantly disguised as insoluble problems." ~ Lee Iacocca.

Whether we are attempting to solve rubik's cube, problems in business, or challenges in life the answers can be elusive, frustrating, and complex. There are no "right" answers. Many come down to our preferred choices. All come down to ~ Thought and Action.

What we Choose. What we Think. How we Act.

There are many methods used to solve problems ~ Eight Disciplines, Grow, How To, Kepner, Productive Thinking, RPR and TRIZ just to name a very few. ~ I kind of like Kaizen and the Deming PDCA.

  • Plan – Decide upon the specific actions you intend to take.
  • Do – Perform those actions for a specified period.
  • Check – Measure and Analyse the results.
  • Act – Decide what you will do next based upon the Analysis.
Why make problems more difficult than they need to be?

Choose, Think and Act.

Say It Clear.

"It's too late when we die" ~ Mike and the Mechanics.

It happens every day doesn't it? We take so much for granted and then... The opportunity is lost. We miss the chance to say it loud and say it clear. We say so much after. We praise so many after they're gone. But while they're here, while they're near ~ In business, life, or whatever ~ We delay and maintain our defence mechanisms until... They're gone. Say what you mean and mean what you say now.

Because ~ It's too late when we die.


"I never think of the future. It comes soon enough" ~ Albert Einstein.

Buyer ~ Siri, please provide me a list of reputable vendors for...
Siri ~ Would you like local or global options?

Buyer ~ Global and Local. Give me all specifications, pricing and total costs compared to local options with credibility ratings and social media comments on customer satisfaction. Cross reference all rankings with my personal connections. Use the following criteria...

Siri ~ Will you require any human interaction?
Buyer ~ No. ~ I want a transaction not a relationship.

Siri ~ All data, specifications, cost comparisons, and comments have been sent to your phone. Your credit has been approved with all vendors anonymously. Would you like me to initiate a bidding process, are you just looking, or should we conclude a transaction now?

Buyer ~ Let me review. I will get back to you. Thank You Siri.
Siri ~ Goodnight Sir. It really was a pleasure helping you.

The Owl.

" A good head and a good heart are always a formidable combination." ~ Nelson Mandela.

An owl came to visit a leader one night and asked him what was more important ~ Wisdom or Action? ~ The leader immediately answered, with great confidence, "Action of course. Of what use is wisdom that does not show itself in action?" ~ The wise old owl replied

'And of what use is action that proceeds from the unenlightened heart?'