Archive for January, 2012

The Elephant in the Room

Posted in Sales and Life on January 23, 2012 by Daniel Jacobs

It’s a serious, pervasive problem, impossible to overlook.

But too many still pretend it isn’t there, preferring to concern themselves with relatively trivial matters to avoid dealing with the looming big issue.

It’s the “elephant in the room,” – that nobody wants to talk about but which affects everyone.

But, it’s even worse than that.

This is something that should be there, but isn’t!

What’s missing? A knowledge of the fundamentals of selling.

“The elephant in the room” is an idiomatic phrase stemming from an ancient parable 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.

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

The real solution to this problem is as simple as it is obvious:

a) Refocus attention on the fundamental principles of selling.

b) Develop or adapt methods to put the principles to use.

This book was written to direct attention back to the basics and thereby help you accomplish three things:

1. Achieve a high degree of understanding of the principles underlying all selling.

2. Help you develop methods which align with the fundamentals.

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

Once you identify and face the “unsolvable problem” 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 and the answer of how to master the mystery of all selling is now in your hands, ready for use.

Your future is now your own.

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

And you call this a living?

Posted in Sales and Life on January 9, 2012 by Daniel Jacobs

The clock said 4:30AM, scolding me for still being awake.

I was stuck once again with that cold-sweat fixation that tomorrow could signal the end of my career. Try as I might, I couldn’t escape those all-pervasive thoughts of worry and dread. And with my anxiety escalating by the minute, the chances of any sleep were slim to none.

Others are out there, I thought, better prepared and more determined. And I’m so worn out, I’m running on the fumes of what empty used to smell like, stuck with the feeling that I’m going to blow another opportunity, one that I desperately need! I only thing I knew for sure was, something had to change.

If all this sounds all too familiar, you’re not alone. In fact, you really shouldn’t even be surprised.

After all, when you’ve been thrown in over your head to do a job for which you’ve had no effective training or practice, who would expect anything different. In the absence of any real familiarity in basics of selling, who can blame you for wanting to quit?

Now, we all know that the wrong thing to do is nothing and just keep wishing things would change. But what to do?

Iif you’re still with me this far, there is hope, because of these three important things:

a) You feel that there may be something to learn.

b) You’re serious enough about changing your life.

c) You’re willing to do something about it.

This is why I wrote this book – for working professionals just like you. It’s for those who know when they need help, are willing to get it, and then put it to immediate use in their own lives.

The sole focus of this book is on fundamental principles underlying all selling.

I chose this path because gaining an understanding of the natural laws of selling combined with a disciplined practice of workable methods in applying them will give you the stability, certainty and effortless competence that is missing in your life and your career.

And, even better, you don’t have to study some dry, academic textbook for several semesters to accomplish the results you want.

Instead, just flip though this book at random and read any article that grabs your attention. I guarantee you will find at least one gemstone that you can use today to get you going on the right track, immediately.

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

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