190 ENCORE-Handling Adversity

Handling Adversity


Are you ready to handle adversity in your sales efforts?


Nick Saban, champion football coach at the at the University of Alabama said this: 


“One thing about championship teams is that they’re resilient. No matter what is thrown at them, 

no matter how deep the hole, 

they find a way to bounce back and 

overcome adversity.”


Having led seven teams to national championships, Coach Saban understands. For sales professionals, your advance preparation, anticipating what could possibly go wrong, and devising an effective response is what matters. 


In life as well as in sales, it’s not possible to proceed without running into adversity along the way. Stuff happens… and it is better to accept this as fact than to declare “woe is me” when the inevitable problem occurs. 


Do not doubt that it will happen to you. 


You believe you have a well-thought-out plan, but unexpected events and unforeseen situations will occur throughout your sales cycles and your interactions with customers. The important thing is not the event that created the adversity—it’s how you respond to adversity. Don’t shy away from adversity… tackle it head on. 


Always consider that “adversity is the preparation needed for greatness.”


Learning from difficult situations will eventually benefit you once you realize the experience will help you get better. 


Adversity will be easier to handle if you anticipate it and plan for it ahead of time. 


You can’t always control the adverse events that occur… but you can control your response. So devise what would be a positive and productive response. And that’s what can lead to the desired outcome. 


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


189 ENCORE- Champion Mindset

Champion Mindset

Do you have the mindset of a champion that it takes to be successful in sales?


Pete Carroll, champion football coach at the at the University of Southern California and the NFL’s Seattle Seahawks said this: 


“The only competition that matters is the

one that takes place within yourself.”


Coach Carroll nailed it with these words… for sales professionals, the focus, the drive, and the determination within you is the real competition that matters most. 


Building yourself into a Champion Sales Professional begins with strong personal qualities. Your personal commitment to develop the skills to be a champion will separate you from the rest. Your champion mindset within your inner being is what ultimately determines the height of your success.


Speaking of champions, Muhammad Ali, world heavyweight boxing champion, said this: 


“I am the greatest of all time.

I told everyone I was the greatest,

even before I knew I was.”


Muhammad Ali was considered brash, even arrogant when he often claimed to be “the greatest.” But he figured that saying it all the time and telling enough people would push him to be the absolute best he could be. The same holds true for me and you – what you believe about yourself is what you will become. 


With a champion mindset, you’ve already won before you even begin. Champions believe in themselves and have tremendous faith in others as well.


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


188 ENCORE- Silence Does Not Mean No

Silence Does Not Mean No


Do you fear the “sound of silence?”


Sales professionals can become fearful of rejection at times, and their fear can lead to inaction and procrastination. This reaction often rears its ugly head when a customer goes silent and is not returning calls or messages. 


To overcome the fear of rejection, understand that Silence does not mean No. 


In his book The Success Principles, best-selling author and success coach Jack Canfield says: 


“Rejection is really a myth. It doesn’t really exist. It is simply a concept that you hold in your head. . . . remember the following: Some will, Some won’t; So what—Someone’s waiting.’” 


Don’t take it personally. The faster you progress past the “No” and “Not interested” responses, the faster you will reach those prospective customers who are waiting to engage with you and who are interested in improving their business and their financial results. 


Ignore the Sound of Silence

It is too easy to give up when a target customer becomes unresponsive. It is too easy to quickly assume that they are not interested, that they are too busy with other projects. If you are not getting return calls or messages and there is only silence on the target customer’s end, do not give up, because . . .

. . . silence does not mean NO. It just means silence. 


Don’t get all tangled up in worry and wondering why there is silence. You don’t know the reason for the silence. Just stay focused on your regular follow-up. Your persistence could eventually get rewarded.


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


187 ENCORE- The Coming Threat AI Part-3

The Coming Threat – Artificial Intelligence PART 3


This is Part 3 of a three part briefing on the Coming Threat of AI.


How You Respond to the Onslaught of Artificial Intelligence Is Crucial

There will always be a need for talented sales professionals to drive customer engagement and win lucrative business. However, if you spend most of your day working on tasks that are amenable to automation, your career in the sales field is vulnerable. If you don’t pay attention to this threat, you could be relegated to lower-paying positions or be forced out of your sales career altogether. 

You might be responding with skepticism, believing there is no way your job will go away. Those were also the words of the highest skilled welders, machinists, and equipment operators in the 1980s and 1990s who were shocked when robots phased them out of their well-paid factory jobs. Do you really want to take a chance and ignore the obvious signs? 

While a Selling Revolution is clearly on its way, the intent here is not to raise alarms but to help you survive as a sales professional and even prosper during this transformation. It is a call to action, sounding the warning cry for two critical reasons. 

First, you need to be aware that changes are coming, and 

Second, you need to sharpen your skill set, embrace the technologies that will increase your productivity, and become empowered to achieve even greater success.

Those who survive will need to have a laser focus on continuously developing and retaining elite selling skills. This includes building and refining great communication skills, developing industry expertise, and adopting many of the lessons you will be introduced to in these flash briefings. 

Master these skills and you will have the opportunity to become an Elite Seller, one who will strengthen customer relationships, win more business, and be well-positioned to achieve your career and financial goals even in the face of some turbulent times ahead.


I’m DJ Sebastian. For more info on how AI is fundamentally transforming  the sales profession, and how you can prosper in this new world, check out my book at my website at thetechseller.com


186 ENCORE-The Coming Threat AI Part 2

The Coming Threat – Artificial Intelligence PART 2


This is Part 2 of a three part briefing on the Coming Threat of AI.


There are Four Reasons that such a Selling Revolution is on its Way.


1) Low Productivity and High Turnover in the Sales Force 


Sales organizations suffer here as companies usually operate with an extremely short-term mindset. They look to technology that can reduce the overall cost of sales.


2) Social Communication Trends


Non-vocal communication is now acceptable for interaction with customers. Conversations that once required a face-to-face meeting or a phone call can now usually be handled through  email or text messaging. The relationship with a customer becomes very impersonal and, of course, less effective.


3) Customer Buying Trends


It is now easier than ever for customers to buy without having a sales professional engaged every step of the way. Customers often conduct their own web-based research to figure out what they think they need, and then bring in salespeople at the last minute.


4) Emergence of Advanced Technologies


Which are available today and are converging to form the foundation of sales process automation. This includes: 

  • Smart communication between machines and humans that conduct conversations to simulate human interaction.
  • Cognitive reasoning that “thinks” like a human brain to evaluate multiple alternatives and determine the best response.
  • Advanced analysis of large volumes of data to predict the most likely outcome and make the best possible recommendation.
  • Customer Relationship Management (CRM) systems having robust databases that are widely used today by sales teams large and small.
  • Cloud Technology, an environment that supports ready access to these capabilities from any device anywhere in the world.


The coming transformation of sales functions won’t happen overnight… but the progression will have a dramatic impact on the sales force.


… We’ll continue this discussion on AI in sales in the next flash briefing. 


I’m DJ Sebastian… and For more info on how AI is fundamentally transforming  the sales profession, check out my book at my website at thetechseller.com