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Sales Success Secrets from Beyond the Grave
Guest post by: Dave KurlanArticle Overview: I have included some very controversial material in this article so I'll start with the easy stuff and finish with the material you may not want to read. I have some insights from three totally unrelated books as well as an unrelated article that I had a chance to read last week. I found common themes that relate directly to sales and sales management success.
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Free Download - Sales Courage and Resilience By Dave Kurlan |
Sales Success Secrets from Beyond the Grave
Warning. I have included some very controversial material in this
article so I'll start with the easy stuff and finish with the material
you may not want to read. I have some insights from three totally
unrelated books as well as an unrelated article that I had a chance to
read last week. I found common themes that relate directly to sales and
sales management success.
I read Craig Ferguson's autobiography, American on Purpose,
and laughed all the way through. This was much more than a
fall-down-drunk-asshole-Scot finally wakes up and becomes a sober
American star-TV talk show host story. Repeated, over and over through
his story is the theme persistence. He knew, from an early age, where
he wanted to be and what he wanted to be, and despite his demons, he
just kept on trying and failing and trying some more. There is no
better analogy to developing true sales success than that one.
Jim Griesing turned me on to a video that went viral, The Last Lecture, and I was so mesmerized that I purchased Randy Pausch's book by
the same title. It's filled with his life lessons, written to be read
by his kids long after he has passed on from Pancreatic Cancer. He has
a similar theme, although he uses different words and life experiences
to pass it on. I loved his use of the brick wall metaphor - that
insurmountable obstacle you hit that stops you dead in your tracks. He
says the brick wall is there to stop everyone else while he believes
that the brick wall only appears so that you can demonstrate how badly
you want what's on the other side. He also emphasized always asking for what you want. The worst they can say is no!
Ed Kleinman turned me onto this article about world-famous violinist Joshua Bell and the Washington, DC. Metro social experiment he participated in with the Washington Post. Objective Management Group's
data shows that 74% of all salespeople truly suck at listening and
asking good, tough, timely questions. This amazing story, if properly
interpreted, tells us just how important it is for us to pay more
attention - to the prospects, to what they're really telling us, to why
they're telling us, and to what they really need from us.
And finally, if you can't handle topics like reincarnation, the
afterlife, life between lives and the controversies about whether or
not the soul lives an eternal life, don't read this paragraph and
certainly, don't read Journey of Souls - Case Study of Life Between Lives! Michael Newton is the founder of the Newton Institute
and a famous therapistwho uses past life regressions to help people
through their greatest difficulties. His book includes transcripts of
conversations with his carefully hypnotized patients to provide a
glimpse of what our soul experiences from the moment of the death of
our human body, to our time on the other side, and our eventual rebirth
into another life. Under hypnosis, the interviews actually take place
with our spirit/soul. Newton asks one particular soul what its biggest
challenge is when taking human form again. He learned that it's all
about "having the desire and motivation to fulfill each soul's goal" in
a particular lifetime and that these goals remain quite constant from
one lifetime to the next. Compare that with what the top 5% of all salespeople have
in this post from last month. There you have it - after we die and
before we are born it's still all about Goal Setting, Desire and
Motivation!
Success Isn't Magic
The Power of the Mind to Achieve
The secret to success
No More Secrets
Secrets of Internet Marketing Millionaires! ~WHAT 97% OF MARKETERS DON'T DO
Article Tags: Craig Ferguson, Joshua Bell, Michael Newton, Randy Pausch, Sales Force, sales management, sales obstacles
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Visual Pipeline Salesperson Selection Predict Sales Turnover |
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I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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