103 Perseverance


Do you have what it takes to overcome tough times during your selling career?


You are bound to experience trials that threaten your path to success. Enduring these trials will make you tougher, stronger, and more resilient. 

I have a framed quote in my office to illustrate the importance of perseverance. The quote is from Tommy Lasorda, championship manager of the Los Angeles Dodgers… he said:

“When things get tough, we like to refer to a little piece of paper that Dusty Baker [a star player] carries in his pocket. I’d like to share it with you—it’s from 

Romans 5:3–4. 

‘Tribulations bring about perseverance, 

and perseverance brings about proven character, 

and proven character brings about hope, 

and hope does not disappoint.’”

Like a roller coaster, the sales profession is full of ups and downs. You will experience good days as well as character-building days. But as Lasorda illustrated, adversity builds perseverance, and perseverance is a personal quality that separates Elite Sales Professionals from average performers. 

Perseverance includes three main attributes:

  1. Persistence: To press on in the face of challenges, disappointments, and failures. Sales opportunities often seem to be lost several times before you finally win. But you remain determined to continue, adjust your plan, and find a way to succeed.


  1. Grit: The mental toughness needed to win in a highly competitive market. You keep coming back with a strong belief that in the end you will achieve the desired result.


  1. Embrace the Grind: Nothing is given; everything is earned. After getting knocked down, you pull yourself back up, take a deep breath, and press on. You tackle difficulties head on with energy. Each day, you reflect on what you have learned and what you need to do to get better.

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

102 Industry Expertise

Industry Expertise

Do you understand your customer’s industry so you can be credible throughout your interactions?

Learn all you can about the industry (or industries) where your customers participate. While this might seem overwhelming at first, breaking it down into steps will help you advance to a point that your customers realize you have a good understanding of their industry and their business challenges. 

Why is this important? Understanding even the basics of an industry will help you develop rapport and lead your customer to believe that “you are one of us”.

Here are five ways that can help you progress toward becoming the “industry expert” your customers can rely on:

1) Find three primary challenges for each industry and detail how these challenges impact their business.

2) Get introduced to people in your network or in your company who already have the industry expertise you are seeking. Spend time with them to gain the level of knowledge that you can quickly use in your customer conversations.

3) Align your solution with industry business issues. Are you an exact fit? Do you have significant gaps in solving these issues? Be honest in your assessment so you won’t be disappointed later.

4) You should understand three key business issues that your customers in their industries have. Start out by being able to state three sentences for you to articulate about the customer and their place within the industry. 

5) Develop a list of questions where you can probe into details about business issues with your customer and launch meaningful conversations.

Developing a rudimentary level of industry knowledge will create an environment where your customer will be comfortable spending time with you.

… And you can leverage your knowledge to advance your sales opportunities. 

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

101 Passion


Are you passionate about your career in sales?

Mia Hamm, Olympic champion on the U.S. women’s soccer team, said this:

“If you don’t love what you do, you won’t do

it with much conviction or passion.”

It is impossible to reach an elite level in sales without a passion to overcome challenging roadblocks, to excel, and to win. Passion is the drive that fuels the fire within your being. It gives you the energy to press on and hurdle the obstacles that stand in your way.

Here are just some of the things you can do to fuel the fire of your passion to succeed:

1) Understand everything you can about how your solution benefits your customer and how you can effectively articulate the business value your customer will receive. Look for key areas where your solution does it better than your competition and be ready and able to articulate them.  

2) Study your competitors. How do they sell? How do they compete against you and others in the market? Study how you can differentiate yourself, your company, and your solution.

3) Show up prepared and outwork your competition. Hard work can overcome areas of inexperience and vulnerability. 

4) Learn something new every day. Take one hour every day to learn something new about your craft. It’s easy to get great information from successful sales leaders. Follow a few sales coaches and motivational speakers on social media and actively consume their information. 

5) Develop a winning mindset. Constantly emphasize to yourself that you, your company, and your solution are the best. If being the best is not central to your core beliefs, it will be very difficult to maintain the level of passion you need to sustain continued success. 

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

100 A Winning Attitude

A Winning Attitude

Do you have the winning attitude that it takes to be successful in sales?

Lou Holtz, champion football coach at the University of Notre Dame said this: 

“Ability is what you’re capable of doing. 

Motivation determines what you do. 

Attitude determines how well you do it.”

Coach Holtz’s words of wisdom certainly apply to sales… Your attitude is what ultimately determines the altitude of your sales career. 

Doing well in sales requires that you develop a winning attitude. 

If you don’t have a burning desire to be the best, it will be extremely difficult to tackle the inevitable challenges and objections you will face each and every day. 

Your winning attitude that says “you cannot be beat” and “you refuse to lose” will help you maintain the level of commitment you need to sustain continued success. 

Constantly use your inner voice to remind yourself that you are the best, your company is the best, and your solution is the best. 

Reality says that your company and your solutions might not be the greatest— you might be playing catch-up in the market… but you must play the hand you are dealt. You must build on your strengths while minimizing your weaknesses. 

With a winning attitude that drives your strong work ethic, you have the opportunity to reap many rewards in your sales career. 

But the best feeling of all is often inside when you realize that your can-do attitude has built you into a champion and that you accomplished what you set out to do. You climbed that mountain, overcoming adversity along the way. You substantially contributed to the health and well-being of your selling team and your company. 

… all because you began with a winning attitude. 

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

99 Intentional Listening – Part 2

Intentional Listening – Part 2

In the prior Flash Briefing, we introduced the concept of Intentional Listening, based my discussion with former champion coach and current university president, Jim Tressel. 

This is a continuation of that discussion.


“Intentional listening” is how Jim Tressel learned to remember so many people and quickly recall their personal circumstances. 

Here is how Tressel described the way Intentional Listening works:

1) First, You must genuinely care about the people you are interacting with. People don’t care how much you know, until they know how much you care

2) Then, Ask them two questions: 

  1. What is most important to them?
  2. What are they most passionate about?

You must honestly want to know the answers to these questions.

You must take action on what you learn. 

Your best actions are to make sure the person is well informed and, where appropriate, to show how you can help meet their needs better than anyone else.

You must follow-up regularly, since what is important to them will change over time. You need to understand what they are thinking throughout the process.

Intentional listening can be a great way to build trust and forge long-lasting relationships. You can use this powerful technique to greatly facilitate the creation of memorable experiences with your customers.

Consider how you can apply intentional listening in your daily conversations with customers. Focus on what problem your customer is trying to solve, what is most important to them, both professionally and personally, and how your customer will measure success.

I’m DJ Sebastian… To SELL MORE, you need to become a Great Communicator. Find out more about my innovative online course at thetechseller.com