Readers Comments

Comment on “Your Worst Enemy”

Good solid article. Several strong points. This type of positive planning leads to positive thinking and a “can-do” attitude that cultivates success. I read this through the eyes of a musician and was easily able to apply it to my life and goals.

I would encourage everyone to read this and test the theory of overcoming CMS by using this process in their own situation, whether sales related or not. It will work. We may not think of ourselves as sales people but every moment of every day we are selling something to attain our hearts desires. God gave each of us special talents that we should not hide under a basket but rather hold up for the world to see.

We need to build a basic level of confidence into our personalities driving towards success in our individual area of expertise. Again-Thanks for the article – good solid thought process well articulated into print- Jerry Cameron

Comment by Jerry Cameron — January 1, 2009 @ 3:28 pm | Edit This

David Quinn
sellingdimensions.com
quinntraining@eircom.net
86.44.89.21

Daniel,
You are indeed correct attitude shapes behaviour and all to often if a salesperson is unhappy with any aspect of their lives it becomes evident during their interactions with other people. Poor management, lack of training and being too long doing the job are also contributory factors.On the subject of poor sales management I have recently set up a blog ‘How to Develop Selling Capability and Performance’ and hope to help managers address this very issue.
Best of luck
Dave Quinn

Yes, observation is an art and a skill that can be learned.

It is a function of attentive watching, carefully paying attention and noting the results. With focused, dedicated, disciplined practice, the art of observation can become a tool to enhance every aspect of life and living.

Whether the observation is after the fact or during the action is a factor of time. The intent of this article is to enlighten others to the import and value of the art of observation itself.

SELLING YOURSELF FIRST

Fantastic! I love it when I find out more about the inside story of how selling works. This helps me understand more about what I’m doing.

FUTURE EXPECTATIONS

Just to let you know, your web page on the inner workings of selling is the best I’ve ever read.

FOCUS ON PEOPLE NOT THE PRODUCT

Sell the benefit, not the product.
Brilliant writing!!!

-Brendan Joyce · Berkeley, CA

THE GIRL IN THE WINDOW PRINCIPLE

I love instructions! This is laid out so well. Now I’m examining what I use for myself and can definitely work to improve business using these guidelines. I think many of us realize these thoughtful principles, but may not stop to “study” every once in a while. Thanks for your insight! Elena

CHRONIC “MAYBE” SYNDROME

So good to read both of these articles again in a new unit of time! I have been slipping back into “piles” of indecision/inaction personally of late & I have just “decided” to get back into action using your action steps. They have always worked in the past to great success (great growth both personally and with my work!)
Thanks Dan!
Susan Hawley
CEO Spencer Morris Investments, LLC

THE FOUR MOST IMPORTANT THINGS IN SALES

Great outline. Needs based selling has proven to be the most successful for me and I have used it at all level of sales from the c suite to the purchasing department. Everyone is looking to satisfy some need. The quicker the link from to need to solution is established the smoother the sales process progresses.
Thanks for the outline.

SELLING IS ALL ABOUT THE PEOPLE

Valid points iin your summary. You can try to sell if you aren’t interested in people, but you will never achieve real success. – Virginia

WHAT ARE YOU THINKING?

I think this is the best article you have written…….it will hit home with anyone who reads it!!
Beautifully written. The theme is fantastic…what do I think about??? Success, Failure, past, future….Brilliant!! Your book will be a tremendous success!! I am so pleased that we are friends and I get to read all your wonderful creations.
Thank you!
Love,
Angelyn

THE KEY THAT UNLOCKS THE LOCK

Just read this first article on principles and methods. I love it. You are spot on. As you said, short and pithy. It does a great job of explaining why there are so many workable sales methods and how to separate the workable from the non workable. I can’t wait to read the whole book.
Bob Lippmann

PRINCIPLES AND METHODS IN SALES

Dan,

I have enjoyed all your writings to date!

This piece however, is beyond extraordinary. – It’s brilliant!

You have just defined the quintessential essence to selling at
all levels!

Marvelous! – Brian Reso.

THE KEY THAT UNLOCKS THE LOCK

Hi Dan,

Really enjoyed your writing, nice to see; cuts right to the core of the subject.

We should chat.

ARC Joey Alessandrini

PRINCIPLES AND METHODS IN SELLING

Excellent, Excellent, Excellent!!! You say so much in such a short space….principles and methods of selling…if anyone grasps the difference and can apply the concepts you clarify, then it is worth millions of $$$ in realized sales…that’s my opinion, anyway.

Great writing.
Angelyn

THE FIRST LAW OF SUCCESS

In my mind one of the most difficult factors in life is to maintain the power and thrust of the “why”. Your article caused me to rekindle my thinking and review my past transformations about my belief system. Thanks for the prod.

Great job! Billy Brown

THE FIRST LAW OF SUCCESS

Great article Dan, When I was at IU one of Dominic Spera’s big points was “never turn down a gig!” you dont know what it might lead to.

THE FIRST LAW OF SUCCESS

Hi Dan

Right on as usual.
In our sport we say just Show and Row.
No medals for just watching.

Short story.

Way back when I was in the USAF at Shaw AFB in South Carolina we had the all South East swimming championships at the base.

I took a shot at the 100 and was 6th and not that fast but did win a point for the base team. Had a big and late date with some beers too and SHOWED UP the next day just to watch the racing, “better get suited up Dave as we need someone to swim the 800 and you are it. all you have to do is just finish so we will not lose your points.”
(The Commander’s wish is de facto command EH!)

Help !!! I thought, I’m going to die.

At about 400 m I got a second wind (in shape from UCLA rowing) and thought ” I don’t want to be last”. I won it by a pool length and went on to the USAF Worlds to 10 th place overall.

A lesson I have never forgotten and your FIRST LAW OF SUCCESS brought it all back like it was yesterday.

Keep writing my friend.

Dave

THE FIRST LAW OF SELLING

Selling 101! Whether stated or not by others, it’s one of the first axioms of selling. But, now it has been clearly and directly. – Curt

THE FIRST LAW OF SUCCESS

Excellent Dan! You have communicated this in a way that goes beyond merely stating the fact and has great impact! Well done!!! Oh so sweet!!! – Perry

YOUR WORST ENEMY

Good one Dan! Each emotional level has it’s own symptoms — yes I remember that now. Thanks, I needed that. – Dave

LISTEN, LEARN, LEAD

Once again Dan has reduced what is sometimes seen and made out to be a complicated cycle, into the sheer simplicity it really is. Who could fail by following this straightforward advice? – Cary

LISTEN, LEARN, LEAD

Dan- This is solid and true. I used this very technique to rise to the top of my game while selling pest control services. After establishing a partnership with the client the next step is to share the depth of your subject expertise in a manner that allows them to share their knowlecde along with you. All leading to t…he conclusion that they will arrrive at that they require your product or services in order to solve their problem or desires.- Have a great day and thanks fpor sharing-Jerry Cameron

THE ROMANCE OF SALESMANSHIP

What a great site and informative posts, I will bookmark your site. Keep up the good work! – April

SELLING IS EASY, BUYING IS HARD

Very well written and great point. Standing ovation to this crucial element! – Rod

SELL THE PERSON, NOT THE PRODUCT

Very good advice, especially for my profession, interior design. If done correctly and hiring the right designer, we create the environment the client most wants to live in.
By extensive interviewing, we get to know our clients sometimes better than they know themselves. There is nothing I like better than hearing, “we use that room all the time now”, or “it’s so much more warm and cozy”. It’s not about selling them the most expensive drapery or sofa, but creating an atmosphere, a haven for them to come home to, or in some cases work in. I think your advice is good for many, many professions! Right on! – Eva

EXPECTATIONS CREATE FUTURES

So fundamentally True! And the simple truths are always the most powerful! C. Wilson

NON-VERBAL CLUES

This article is masterfully written as a presentation of truth for all to live by. It was meant to be crisp, simple, and straight to the point. Perhaps it was also written for you to wake up and face your worst enemy… YOU.

As individuals (and as a society), we have overburdened ourselves with being too critical of others rather than to focus within ourselves, therefore we have become unsatisfied within our own skins because of generations of misdirection and forgetting our own powers of self awareness simply lie within easy reach.

The article is a gentle, yet firm reminder for us to get back to basics, recognize common truths, and to apply them CONSISTENTLY in daily living. Everything else will undoubtedly fall into place. – Eddie C.

ATTENTION INTO ACTION

Love your writing . . . keep at it.

– derik

THE HUMAN FACTOR

Dan,

You have nailed in a very concise manner a new and interesting triangle. I redefined those key words and it does simplify many things in a sales cycle.

Well done on these pertinent observations. And your communication of it flowed nicely.

Best…Jim

LISTEN, LEARN, LEAD

This is a good one and one to use no matter what “the sale” is- a tangible item or service or just an idea. (-: Nicely written and understandable- have already sent it on to a friend of mine who does have a hard time listening….(-:
Thanks!
Sue

LISTEN, LEARN, LEAD

his is great. I’ve got to apply these marketing concepts to my videography business, especially to the high schools for taping their annual plays and such. I love doing the actual shooting/editing/production but profoundly dislike the marketing of my services. Now is the time for me to get the material together for the coming year. – R. J.

CHRONIC “MAYBE” SYNDROME: THE CURE

Dan

Your recent article on “Your Worst Enemy” or “Chronic Maybe Syndrome” is a good solid article. Several strong points! This type of positive planning leads to positive thinking and a “can-do” attitude that cultivates success.

I read this through the eyes of a musician and a salesperson and was easily able to apply it to my life and goals. I would encourage everyone to read this and test the theory of overcoming “Chronic Maybe Syndrome” by using this process in their own situation, whether sales related or not. It will work.

We may not think of ourselves as sales people but every moment of every day we are selling something to attain our hearts desires. God gave each of us special talents that we should not hide under a basket but rather hold up for the world to see.

We need to build a basic level of confidence into our personalities driving towards success in our individual area of expertice.

Again-Thanks for the article – good solid thought process well articulated into print.

– J. Cameron

THE GIRL IN THE WINDOW PRINCIPLE

Bravo, this magnificent article contains uncommon wisdom of the hidden sales process used by successful pro’s. – Peter

INVISIBLE FOOTPRINTS

GREAT ARTICLE! It doesn’t address sales directly, yet it has “everything” to do with sales! Remember these words when you’re just “meeting and greeting” potential clients. It will open the door to future sales. – from Rafael@mac.com

GOT ATTITUDE

Daniel,
You are indeed correct; attitude shapes behaviour and all to often if a salesperson is unhappy with any aspect of their lives it becomes evident during their interactions with other people. Poor management, lack of training and being too long doing the job are also contributory factors.
Best of luck
Dave Quinn

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