80 Say What You Mean – It is what it is

Say What You Mean – It is what it is


Prior briefings discussed “Junk Words and Phrases” and how you should focus on eliminating them from your vocabulary and from all customer communications. Remember that Junk Words and Phrases are just extra words that creep into our language, but they provide no context or meaning. Without them, your verbal communication will just sound clearer and more professional.


Here’s another one for you: “It is what it is” is a junk phrase that has crept into the business world from more informal social conversations.  


In the business world, this is usually an affirmative response to sum up a situation where you can’t think of anything else to say, such as the following: 


“We won’t be able to schedule that meeting until next month. 


“Sigh, Well, it is what it is.”


“It is what it is?” Really? Of course it is! What else could it be? How could “it” be anything different than what “it” already is?


Unfortunately, this meaningless, nonsensical phase is a complete waste of words and serves absolutely no purpose. 


If you are trying to sound smarter by spouting this junk phrase, it probably won’t work. 


Instead: Just skip it. Silence is a much better choice. 


When interacting with customers, junk phrases like this are a complete waste of oxygen. It makes you sound unsure of yourself, like you have nothing else to say. Either come up with a better response. Or say nothing. 


Next time you are tempted to blurt out “it is what it is”, remember that it’s a Junk Phrase that should be stricken from your vocabulary. 


I’m DJ Sebastian. To learn more about what it takes to Become a Great Communicator, visit my website at thetechseller.com.

79 Silence and Solitude

Silence and Solitude


Beginning your day with silence and solitude can help you start out to be your best. 


Sure, it’s extremely difficult to do. Most busy sales professionals want to just the “hit the ground running”, and you can get the feeling that if you’re not actively doing something, you might be falling behind. 


The quiet of the early morning helps me focus and oftentimes, it’s the only time when I can think clearly without interruptions. 

Before you do anything else in the morning, try this silence and solitude approach. 


– Find your quiet place

– Take ten minutes

– No music, no other noise

– Think only positive thoughts (your successes, how great it is to be in sales). Don’t let negative thoughts or problems penetrate your mind. 

– Think of this as a stream of consciousness to give you a keen sense of self-awareness and realization of the gifts you have been given.

– Take time to give thanks – you are in a great vocation and have the opportunity to make a huge difference in your life, your family’s, your company, and your customers.


Here’s what I’ve found: 

– It takes discipline to build awareness and re-focus your mindset every day.

– Self-reflection can serve as an essential tool in your success.

– Make it like the drumbeat of a cadence so it becomes a habit (like your forecasting calls).

– Slowing down in the morning actually speeds you up later and can multiply what you can accomplish the rest of the day. 


Use Silence and Solitude to place yourself in a positive mindset early in the morning and you will be on your way to making it a great day. 


I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com 


78 Is Your Customer Message Compelling

Is Your Customer Message Compelling


Many salespeople struggle to achieve their sales goals because their message isn’t compelling to customers. This results in wasted selling opportunities that do not advance towards winning deals. Customers will likely get stuck in the “No Decision” zone, and do not take action towards a purchase. 


Great communication skills are one of the most important factors in having a successful sales career. Without them, it will be difficult to build strong customer relationships, be regarded as a Proactive Advisor to your customer, and differentiate your solution and your company from competitors. The bottom line is that elevating your presentation and communication skills to a high level can pay huge dividends for you. 


If this is an area where you are looking to elevate your skills, check out my online course, which is helping sales professionals transform their message into a powerful engine that engages their customers quickly and advances their selling opportunities faster. They learn to deliver with confidence, using powerful insights, proven techniques, and a repeatable approach that guides every customer interaction… all tools that Elite Sellers use to achieve top performance.


One golden nugget here is that the secret to winning deals is to transform your message into a powerful accelerator that compels customers to embrace your value proposition and make it their own.


In this competitive world, when you create and deliver a strong message that engages your customer, captivates their attention, and compels them to action, your great communication skills will help you win more deals so you can achieve even greater success.


I’m DJ Sebastian. To learn more about what it takes to Become a Great Communicator, visit my website at thetechseller.com.

77 You Are What Your Record Says You Are

You are what your record says you are


Bill Parcells, Super Bowl Champion Coach of the New York Giants, said this: 

“You are what your record says you are.”


Most of us consider ourselves as great sales professionals, right?


What happens when our management evaluates our record? What does our record say?


Sales is a results-based business. Your record is documented: your pipeline, your forecasts, deals you’ve won, percentage of wins, total revenue generated, new customer acquisitions… whatever primary metrics are measured. 


What do your results look like? Will your record show you are a winner? 


It doesn’t matter if you are trying to build a territory from scratch… it doesn’t matter if you created a good plan… it doesn’t matter if you write polished proposals… There are no excuses. Your results speak for themselves and indicate how you will be measured. 


Just like Coach Parcells knew so well, you were hired to win… and when you don’t deliver the results you signed up for, a new person could soon be replacing you to get it done. 


So closely track your metrics using a dashboard (if you don’t have access to a dashboard, you can easily create one in Excel).

Here you can evaluate what is working well and how you will achieve the desired results.



– For what is working well, determine how you can apply those strategies to other areas. 


– For what is not working, commit to actions that will correct the situation and get you back on track. 


I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com 


76 The Always Be Closing Myth

The Always Be Closing Myth 


The phrase “Always Be Closing” has been a sales mantra since the days when door-to-door salesmen walked from house to house in search of their next naive customer who would fall for their pushy sales pitch. 


Some sales managers might still invoke this tired old refrain by chanting “A. B. C. – Always Be Closing.”


When you hear this, here is better advice. 

Ignore “Always Be Closing.” It’s a myth. Here’s Why:


First, “Closing” implies a discrete event where the salesperson manipulates the customer with sneaky, harsh tactics that should be avoided. 


Second, a “closing” mindset implies a single, transactional event, where no relationship is being cultivated. If you have this short-term mindset, the only “positive” outcome is when you close the deal and then move on to your next “victim.” This is not how Elite sales professionals think or act.


Third, customers are much more knowledgeable and savvy when it comes to researching possible solutions. Many of them expect to perform upwards of 90 percent of their product research before even contacting salespeople. 


Instead of focusing on “closing” the deal, spend your time “opening” the relationship with your customer. Here’s how. 


1) Collaborate with your customer on the steps, the vision, and the proof points. 

2) Conduct Discovery sessions to mutually identify areas of customer need – either known or hidden issues that you have uncovered through interactive dialogue. 


3) Focus your sales process on how you can generate substantial business value for the customer. 


This approach positions you as a partner, not just a vendor… and increases your chance of winning and opening the customer relationship. 


I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com