The Elephant in the Room

There is a serious, pervasive problem in the sales profession that has gone on far too long.

This problem is “the elephant in the room” that everybody knows is there but which nobody wants to talk about, an idea that stems from an ancient parable about the blind men and an elephant.

This story tells the tale of three blind men trying to describe an elephant by touching various parts of the animal. Being sightless, they arrive at widely divergent impressions, none of which describe an elephant as it actually is.

“The elephant in the room” is also an idiomatic phrase for a problem or difficult issue that is obvious to all. It’s impossible to overlook, but people in the room prefer to pretend it isn’t there. Instead, they concern themselves with relatively trivial and irrelevant matters to avoid dealing with the looming big issue.

In sales, the “elephant in the room” is: A lack of knowledge in the fundamentals of selling.

Too often, ignoring the fundamentals of selling and focusing on fad methods exclusively is very much like trying to describe an elephant blindfolded. You’ll always come up with limited, largely unsatisfying results.

The real solution to all selling problems is as simple as it is obvious:

Focus on the basic underlying selling principles first, then develop or adapt methods to put the principles to use.

The sentence above also summarizes the motivation behind all my work.

Every article in the book, “The Fundamentals of Selling” was written to accomplish three things:

1. Help you achieve a high degree of understanding in applying the basics.

2. Point you in the direction of effortless competence in the profession of selling.

3. Turn mystery into mastery in the subject and profession of sales.

Is it really this simple? Yes, it is.

Once you identify and face the “unsolvable problem” head on, you’ll see that the “elephant in the room” is not so tough after all.

Happily, solving the problem does not require a personal overhaul of everything you’re already doing right. All that is required is a tune-up. A slight adjustment in your focus to the fundamental, bedrock principles underlying all selling activities will make all the difference.

If you are already selling successfully, this will tell you why.

If you need help, this will tell you how and where to get it.

The resolution to 90% of all selling frustrations, difficulties, and headaches has been found. The solution to the problem is clear and easily accomplished. The path out of the quagmire has been carefully researched, mapped out, and is easily followed.

The “elephant in the room” has been vanquished. The answer of how to turn mystery into mastery is in your hands, ready for use. The proposed solution will clear away the clouds of confusion, and open the door to prosperity and success in the sales profession.

The next step it up to you.

Your future is now your own.

daniel w. jacobs
© 2012 – 2030, all rights reserved

And you call this a living?

4:00AM had come and gone and I found myself even more frantic to get some rest. But as my anxiety increased, the possibility of sleep seemed further and further away. I was also stuck with that familiar cold-sweat fixation that tomorrow would be the end.

The worst thing was, no matter what I tried, I couldn’t get that thought out of my head: Others were out there, better prepared and more determined than I am. Here I was, fatigued and uncertain; afraid I was going to blow another opportunity, and one that I desperately needed.

The only thing that was certain for me was that something had to change. So what to do?

Unfortunately, no one-shot cure has been found but if it’s any consolation, you’re not alone.

But who should be surprised when you’ve been thrown in over your head to do a job for which you’ve had now effective training or practice. Absent any familiarity in the basic principles of sales  – who can blame you for wanting to quit?

But, I must say thatthe wrong thing to do is nothing. The right thing to do is to get some effective help. Now, if you’re still with me this far, there is hope, because of these two important things:

a) You sense there’s more to know that you want to find out.

b) you’re strong enough to do something about it.

I wrote this book for you and others just like you.  Those who are willing to seek effective help and put it to immediate use in their lives.

There is more valuable, usable information on any page in this book than I’ve ever found in any other text on the subject, because the sole focus is on fundamental principles underlying all selling.

Knowledge of the basic principles combined with a disciplined practice of workable methods of applying them will give you the stability, certainty and effortless competence you want.

Flip though and read any article at random. I guarantee you will find at least one gemstone that you can use today to get you going on the right track.

And that’s really what you’re looking for isn’t it?

Now, let’s get started.

daniel w. jacobs
© 2008 -2030, all rights reserved

Principles and Practices in Selling

Principles and practices are the woof and warp which make up the fabric of all selling activities.

Principles (basic laws) are the underlying structure on which all sales success are built and practices are the methods of applying basic principles in day-to-day sales efforts.

If your practices don’t align with your principles, you’re looking for trouble.

Here is one of the basic selling principles: Force creates resistance. (a self-evident fact)

If your practices involve bullying a prospect into buying something, you will generate resistance for yourself that wasn’t there to begin with. It just doesn’t make sense, does it? So, why do so many sales reps continue to violate this principle with the practice of school-yard bullying tactics?

I discovered the answer to this question when I started looking for what was not there, but should have been.

It’s as simple as it is powerful. It has remained hidden for so long because correcting something that is ‘not there’ or that is invisible, invariably is the last place anyone looks for it. This mistake is made every day in the world of sales by people who should know better.

Here is the answer.

All difficulties in selling begin with an ignorance of fundamental principles.

Obsessively changing methods will never correct the underlying problem of missing fundamentals.

The fundamentals, time-proven, self-evident, basic selling principles are indispensable to success in selling. They are the vital, axiomatic rudiments which provide the stable foundation necessary to success in the field. They can withstand the confusions and difficulties that go with and day-to-day selling activities because they are based on common sense basics that anyone can use, not some new selling fad or fashion that changes faster than you can learn to use it.

Stability and prosperity in the field develop from knowledge of the fundamental principles and a disciplined application of workable practices which align with the principles.

In most cases, once you know the principles, your practices start to make sense and become more effective. Almost any practice or method will work once you align them to basic principles.

Start!

daniel w. jacobs
(c) 2012-2030, all rights reserved

Do Your Principles Match Your Methods?

In the sales profession, some things are important than others — this quote by Ralph Waldo Emerson tops the list:

“The man who grasps principles can successfully select his own methods. The man who tries methods, ignoring principles, is sure to have trouble.“

In just twenty-three words, Mr. Emerson gives us the key to success: Trying one method after another, ignoring principles, will guarantee trouble. But align your methods with your principles and effortless, trouble-free success is yours.

Why? It’s simple: When your methods reinforce your principles – - your principles empower your methods. 

Principles are WHY.  Methods are HOW. Both are critical to everything you do in the any profession as they make up the woof and the warp, the underlying structure, of all successful actions and activities.

PRINCIPLES:
A principle is a law or rule that when followed, produces predictable, inevitable consequences; it teaches you WHY to do or not to do something.   For example, take the laws of nature.  When you know the law of gravity, you become aware of the consequences of violating this law and know why it is in your best interests to follow it. It is the same with any activity. Principles reveal why the methods work. Principles are few in comparison to methods, but are far more important. Violate them at your peril.  

METHODS:
A method is a technique, tactic, manner or practice of learning how to do something or how to acquire proficiency in anything.  Methods are as varied and numerous as there are individual men and women.  Methods show you a way to apply a principle. Both principles and methods must be present in proper balance to ensure longevity in your career.

Again, from Mr. Emerson, “If you learn only methods, you’ll be tied to your methods, but if you learn principles you can devise your own methods.”

Note: Any method will work, if it aligns with the principles.

Any method that works for you can be used, but only as long as it aligns with the fundamental principles underlying the activity.

This makes the key to success  relatively simple:

A. Know the principles. 

B. Use or develop methods that work.

Mediocrity requires neither.

daniel w. jacobs
(c) 2010 – 2020, all rights reserved

Selling Is About The People

The title says it all.

There has never been a successful sale without people being actively involved in the process. It’s axiomatic: Selling is about the people. Always.

So, get used to it. If you don’t find people interesting, if you can’t stand listening to them or you find them irritating, selling is not for you. It’s a prerequisite of the profession and a fundamental principle bedrock of all sales.

People will find you interesting when you’re interested in people.

Of course, if you find people interesting, enjoy listening to them and interacting with them, sales may offer an opportunity for you. If so, this book is for you.

All the material in this book has been researched, tested and refined down to the proven, universal principles and workable practices underlying all sales success.

But, it is not required that you know all about selling before you begin. Everything you need to know is explained in everyday language with an emphasis on common sense and using what you read, today. Even reading one article selected at random will enhance your skills immediately.

If you’re ready for a new game, this one is ready and waiting for you to start.

What are you waiting for?

daniel w. jacobs
© 2011-2030, all rights reserved

Handle The People First

When I’m working with salespeople to debug a thorny sale, I always say: “Don’t tell me about the sale, tell me about the people.”

Long, hard-won experience has taught me one simple fact: When you run into trouble trying to close a deal,  adjusting your techniques or tactics will not solve the problem. Why? Because the reason for your trouble is not your methods. You violated the fundamental principle of all selling: Selling is about the people, always!

No matter what sales method, technique, tactic, or tool you are using, you will always have trouble unless you learn and use this principle first. Almost any technique or sales method will work, but only if you handle the people first.

I can’t emphasize this strongly enough: Handle the people first and the business will handle itself.

Graduates of many modern business schools can deal with spread sheets, graphs, case analysis and business plans, but traditionally they don’t get one hour of training on negotiating skills with a live human being.  They end up with a clinical, ivory tower approach to business and selling. And as any entrepreneur or salesman can attest, this is vastly different than dealing with a real live person.  If you try to skip this step of handling the people first, or rush through it quickly so you can “close the deal” – it will come back to bite you!

So, my advice is: Don’t make unnecessary trouble for yourself. Spend as much time as needed to fully handle the people; this will always make the business side of things go much, much smoother.  

They’ll feel better about the purchase and you’ll feel better about the sale.

Handling the people first really is mission-critical.

Got it?

daniel w. jacobs
(c) 2007-2020, all rights reserved

UN-COMMON-SENSE

These writings are not untried opinions, half-baked theories or a re-hash of the typical sales pitch fluff.  They are observations of what works - based on hard-won, hands-on experience gained from decades of active work in the world of selling.

And – perhaps more importantly – I’ve found out how to explain my discoveries in a way that is easy to understand, absorb and apply. All that is required of you is a little basic un-common -sense plus a willingness to learn.

My mission is three-fold:

a) To re-focus attention to the common-sense principles underlying all successful selling activities;

b) To offer new, un-common methods of applying this knowledge to the real world;

c) To provide a workable route for any sales rep to achieve the effortless competence of a master in all selling activities.

And what do I mean by competence?  Technically, it is the demonstrated ability to use the knowledge and skills acquired from training, practice and experience to satisfy the demands required.

In layman (sales) terms it means this:  You can do what you’ve got to do when you’ve got to do it, and produce consistently outstanding results when expected (or before).

I assure you; this is something worth working for and acquiring.

There is no guarantee of success in anything, but if there were, it would include these three elements:

1.  A knowledge of the fundamental principles underlying all selling.

2. A workable method of applying these un-common-sense basics.

3.  A willingness to learn, practice and apply these methods to achieve uncommon results.

Step one above has been completed.  The basics are contained in these writings.   Step two only requires individual practice of the methods and tools that work for you.  Step three depends only on your willingness to learn.  Are you ready for a change?  If so, the route to a life of success in professional selling with effortless competence is before you.

All you need to do is walk the path laid out by basics principles and workable methods in this book.

daniel w. jacobs
(c) 2010-2020, all rights reserved

Cutting Through The Bull

Let’s get real. No sales book will instantly solve all your problems. But that’s not really what you’re looking for anyway, is it?

You don’t need a book to make you feel good about being a moderate plugging success. You’re just looking for something that will cut through the bull and give you an edge on the competition aren’t you?

Keep reading, because that’s what this book is all about.

The world has changed. Cutting through all the clutter and noise vying for the customer’s interest is daunting. Jaded and cynical customers often don’t believe what you’re saying, even when you do manage to get their attention. It’s a tough, competitive world we live in today and it’s getting tougher.

But I’ve discovered something that is vital to your survival. It’s a gemstone that will allow you to cut through the bull and focus on what is really important in the sales profession. 

Here is is: The primary building blocks of all selling (which separate winners from wannabe’s) is found in the basic principles, not the in methods.

When you lack this knowledge of the fundamentals, you fall back on using only methods, techniques and routines, which are secondary in importance to the principles.

Why?  Because without a working knowledge of the basics of selling, you can’t adapt to the prospect’s problems and concerns that always come up. As a result, you end up trying one method after another, all the while losing confidence or certainty in your abilities. It’s frustrating!

As you can’t shift gears when the client does, your tendency is to just push harder with what you have to work with. A well-worn quote by Maslow states this idea clearly.

“If all you have is a hammer, everything looks like a nail.”

This proverb is as true today as when he wrote it in 1966, with one proviso: school-yard bullying tactics are always the wrong tool for the job.

The fact that you may have closed one deal with this tactic is dangerous, because when you start to think that it worked, and the tendency is to use it again. But it doesn’t work, because that method doesn’t align with the principles.

It’s always the wrong way to handle a customer. Because they never forget how they felt around you when you used this too, and if it was unpleasant, they never really forgive you.

When you have the right tools, know how to use them and know why they work, then you can keep your methods in line with the fundamental principles of selling.

Once you know why something works, it’s easier to adapt its use to fit any situation. While knowing both principles and methods is vital to your success, principles are always senior in importance to methods. Keep your priorities in order and you’ll save yourself a lot of heartache.

That’s why I wrote this book.

daniel w. jacobs
(c) 2009 – 2030, all rights reserved

Master The Mystery

The easiest time to make another sale is when you’ve just finished a successful one, but how do you get that first successful sale?

This question was the catalyst that prompted all my research and study of the field of selling.

My overriding goal is to help you master the mystery of selling, to take the mystery out of the subject and simplify the actions to take which will lead to your first success and make the next one easier.

Here is the easiest way I could find that will get you started.

When to use this formula:

When nothing is going right, use this formula.

When everything takes more effort than necessary, use this formula.

When you feel hopeless, lost, depressed and ready to give up, us this formula.

(side note: If you’re too depressed to even get started, take a good look around -  you may just be surrounded by assholes)

The following steps will put you back on the right track, back in the game, clear the fog of confusion and highlight the way out of the morass.

The Formula:

1. Look at what has worked for you or others (ideas, thoughts, actions, people) and strengthen them.

2. Isolate what has not worked for you or others (ideas, thoughts, actions, people) and knock them off.

3. Figure out what the exact next step is to get you going in the right direction again.

4. Take it.

5. Repeat steps 1-4.

There is no mystery - all great truths are simple and this one is no exception.

The fundamental principles have been isolated; the methods supporting these principles have been discovered.

Focus on basic principles (laws) first, and adopt or adapt methods (ways) of applying them equals mystery solved.

Now practice and practice, then practice more on those methods which align with and strengthen your principles and effortless mastery is yours!

Try it, you’ll like it.

daniel w. jacobs
(c) 2011-2030, all rights reserved

BACKGROUND

BACKGROUND

I began thinking about this area of sales, marketing and interpersonal relationships when I was an intrepid student  at the Michigan State University, employed, at that time, at a local accounting office on the path to becoming a CPA.

I had two realizations at that time that have served me in good stead ever since:

1.  I did not know everything there was to know or everything I needed to know.

2.  I was willing to listen and learn.

These two elements proved to be a winning combination as I became a life-long, interested student of sales, marketing and most importantly, people.

It didn’t occur to me to write these articles until a couple decades later while employed as the Senior Executive Vice President at a high-tech, business to business international marketing company.  A major target of my job was to streamline the efforts of the sales executives and develop a rapid-launch system of training to get more results with less effort.

It was then that I began a focused, dedicated study to look beneath the fads and fashions of every-day selling to discover what worked and what didn’t.

I studied the books, manuals, and writings of the experiences of the wisest and most experienced people I could find in the field of sales; attended sales boot-camps, lectures and seminars; listened endlessly to recorded lectures and watched videos on the subject and much more. Then I threw out everything that was overly complicated or uncomfortably unworkable and kept only what worked.

I then carefully and quasi-scientifically examined everything to find out one thing: why did the simple, common-sense basics work every time?

My conclusions were then thoroughly tested with a real, live, real world working sales force to refine my discoveries. The results were phenomenally effective. The sales executives began to get more results with less effort . . . exactly what we were hoping for!

I knew I was on to something important. With this series of articles, the ‘heavy lifting’ has been done; the secret code underlying all sales success has been cracked and it’s simple to understand and apply.

The underlying nature, fundamental qualities and bedrock basic principles supporting all selling activities has been discovered. The basic laws of selling have been found and clearly outlined in these writings. Any “new discoveries” down the road will likely be refinements or extensions on the basic laws of selling contained in these writings. And all of this is now it is now in your hands, waiting for you to begin.

It is my wish to help you excel to previously unimagined heights. And once these common sense sales basics are understood and applied you will be on your way to accomplishing these goals – and doing it with effortless competence.

Enjoy the ride.

daniel w. jacobs
© 2008 -2030, all rights reserved

Resumés Are Boring

Most resumes are written only to benefit the writer, not the reader, so I’ll skip that whole process and just tell you what I’m really all about.

I’m only interested in one thing . . . helping people make more sales with less effort and have more fun doing it.

But, for those who find such things interesting, I have been directly or indirectly involved in sales and marketing consulting activities for companies in locations from Geneva, Switzerland to Shanghai, China and all throughout all the major cities in America.

DANIEL W. JACOBS
Curriculum Vitaé - addendum

Here is a partial of the cities where I’ve been indirectly or indirectly involved in sales efforts:

Boston, MA
Martha’s Vineyard, MA
Chicago, Il
Grand Rapids, MI
Milwaukee, WI
St. Louis, MO
Oklahoma, OK
San Jose, CA
Silicon Valley, CA
Irvine,CA
Toluca Lake, CA
San Francisco,CA
Pleasanton, CA
San Diego, CA
Seattle, WA
Portland, OR
Kansas City, KS
Denver,CO
Dallas,TX
New York,NY
Washington,DC
Atlanta, GA
Munich, Germany
Frankfurt, Germany
Paris, France
Sophia Antipolis, France
Nice, France
Geneva, Switzerland
Zurich, Switzerland
London, England
Benelux (Belgium, Netherlands, Luxembourg)
Shanghai,China
Chengdu,China.

And yes, I still have my Advantage Executive Platinum card (flying over 100,000 miles annually) showing that I’m now a permanent member of the Million Mile Club of American Airlines – to remind me of all the hours/days/weeks/months I have spent in the air over the years.

But I digress . . .

In my opinion, most resumes are written only to impress the writer, not to benefit the reader. So I’ll skip that whole process and just tell you what I’m really all about.

I’m only interested in one thing: helping people and businesses thrive and expand, and have fun doing it. This has been the single focus of all my study, research and experience and the reason for my success.

I also feel that those who I’ve personally worked with can give you a better idea of what I’m about than anything I can say. So, here are some excerpts from actual feedback received from past clients.

Please contact me for any more information. – Dan Jacobs

WHAT PEOPLE ARE SAYING:

“He doesn’t employ a “boxed” approach. Rather, he brings focus to the human/people aspect of the equation.”
- Fred Beyerlein, CEO

“Dan is a different type of consultant. When I went to him for help, all he he said was: “Don’t tell me about the problem, tell me about the people.” As I shortly found out, the problem was with the people (including myself) and not the business.”
- Jim Miller, CEO and Founder, Arlon Products, Inc.

“Dan listens first then analyzes the current and past challenges and only then offers ways of applying the correct solution in a way that solves the situation in a methodical and professional way.”
- Terry Puterbaugh, President, Mosiac, Inc.

“Dan Jacobs is a miracle worker. I’m glad I was put in touch with him. He helped me see how out of touch I’ve been, what I need to change and how to do it. He’s a great coach, I’m just sorry I didn’t do it sooner.”
- Steve Hafner, CEO & Co-Founder, KAYAK, Inc.

“He took command of the room, full of seasoned, veteran managers and executives. Then Dan expertly led us to a crystal-clear understanding of why some problems never resolved. We had been avoiding, explaining, justifying, ignoring, instead of facing it, acknowledging it and doing something about it.”
-Greg Marsden, President, Marsden Consulting

“Mr Jacobs was able to take a complex problem and break it down into simple, understandable elements – then help us to effectively overcome each identified obstacle resulting in a clearer understanding of what’s really happening.”
- Willette Friday, President, Friday Consulting

“His direct, common-sense approach to problem-solving obtained effective results with no time wasted.” – Cary Kilner, Ph.D. Candidate

“His major asset is that he talks in ways that are brief, clear, and, most importantly, what he says makes sense. He never loses sight of the human aspect of any situation. “
- Ray Thomen, President and Owner, Thomen Consulting

It’s easy to be tricked into little steps that seem insignificant when they occur only to realize later that you’ve strayed beyond your personal values without knowing it. Thanks for shedding the spotlight of truth on the area for me.
- Steve Vachss, Exec. V.P., Presenternet

Dan,

Your web site is outstanding.  It fact, as far as I am concerned, the “salesdoctor.net” site is the most outstanding “sales” site I have seen on the net.

I am going to reference one of your articles to the MBA class that I teach, only with your permission of course. The article I’m interested in one of the best I’ve seen written on the subject. The title is, “Communication Magic in Sales“. Please get back with me when you can and provide me with your take on my referring them to the web site. – Billy Brown, Ph.D.

‘I am certain you are behind unlocking my husbands’ potential as an executive. He is truly in control now and I can see your fingerprints all over his transition to confidence.” – Kate Melnick, Co-Founder, 3-OM jewels

“I was scattered all over the place and nothing was getting done. In a few hours, your understanding and guidance helped me see why this was happening and what to do about it. This made all the difference.” – Tyler Gavin.,Exec V.P.

“Your counsel came at the right time. I avoided making a potentially dangerous decision and owe most of this to your help in sorting out what was important and what wasn’t.”  – Allen Wright, President, AW Enterprises, Inc.

“It was just what I needed. That wake-up call that got me to look at what was really going on. Without your help I would have left a lot of money on the table. We turned the company around and sold it for a huge profit.” – George Forest, Founder and CEO

“You’ve helped me shaken loose from a very troubling business situation that has nagged my business efforts for SEVERAL YEARS! It’s kind of like the saying “I’ve just realized I’ve had a headache for years”. Well, I realized I had an unnecessary and very unwanted “boat anchor” around my proverbial business neck. I couldn’t have done it without your help.” – William Norman, President,

Dan Jacobs
Website:infinityconsultinginternational.com
Voicemail: 800-900-6660

The Four Most Important Things In Sales

Long ago, someone asked me to summarize the most important elements underlying all selling activities and do it in four basic points. Well, it took some doing, but I did it. Now here they are, the four most important things in all sales activities.

 The Four Things:

1. JUST SHOW UP. This one underlies all the rest. Unless you do this, nothing else will work. So even though it is a sub-point, it just could be the most important one of all.

2. Selling is an ACTION VERB; the word itself implies action. If I don’t make something happen, it will not occur. I don’t have to waste my time looking for excuses, justifications, or explanations of why the sale didn’t go as expected. Either I caused the sale to happen or I didn’t. It’s no more complicated than that. This realization was a life-changer.

3. People always buy a BENEFIT. Knowing WHAT people buy can make you a living, but knowing WHY people buy can make you rich. This question of why people buy anything prompted my writing about it in the first place. The answer is always: People buy what they consider to be a personal benefit. Period. By isolating this simple, commonsense basic underlying all successful selling, I could adjust my procedure as necessary during the sales process and bring about the desired result.

4. Focus on the PEOPLE. This discovery was far and away the most important one of all. Because without the people, I could never make a sale. Keeping my attention on the people and giving good service makes all the difference; nothing else even comes close. It’s always about the people and how you make them feel. Never forget this important fact: You’re in the people business, not the sales business!

People have told me that they like my writings because they’re reminded of what they already know but had forgotten. My seminars are the same. They’re designed for beginners and veterans alike. I don’t talk about my opinions or abstract, untried theories – just the simple basic discoveries that apply to anyone who cares to take a look.

The value of these four points cannot be overestimated. They contain everything you need to know about selling. Of course, to recognize the benefit they will bring you in your work, you may have to dig in and immerse yourself into the whole world of sales and selling. But that’s what it’s all about anyway, isn’t it?

daniel w. jacobs
(c) 2010-2020, all rights reserved