204 The Size of the Fight in the Dog

The Size of the Fight in the Dog


College football’s ultimate award is the Heisman Trophy. Archie Griffin is the only college player to win the Heisman Trophy twice.  


Archie, the greatest football player ever to play at THE Ohio State University said this:


“It’s not the size of the dog in the fight,

but the size of the fight in the dog.”


Archie wasn’t the biggest or the strongest athlete on the field. But the more he heard that he couldn’t make it, the more he was determined to prove them wrong. He had that burning desire to excel… he never liked being told that that he was not good enough.


He possessed the fight and the mental toughness to the point where he refused to accept anything less than greatness.   


Archie also said that in the face of adversity, you find out if you’re a fighter or a quitter. It’s all about getting up after you’ve been knocked down.


Think about your sales career. You will undoubtedly face challenges that could derail your path to success. Will you throw your hands up, tell yourself it’s just too difficult, and just quit? 


Or will you get up after being knocked down, demonstrate the fight in your being to overcome adversity? It’s all up to you. Take it from the only two-time Heisman Trophy winner. When you acquire mental toughness and use your fight to work hard, you can be great.   


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

203 ENCORE-Determined Leader

Determined Leader

Are you considered a Determined Leader among your colleagues?

Part of having a champion mindset means you will be a leader among your peers.

Even if you don’t directly manage salespeople, you still want to be considered a leader on your team. Leaders aren’t only found at the top of an organizational chart—they can exist anywhere along the way, performing leadership tasks and mentoring others wherever they reside in the organization.

Why is being a determined leader such an important part of a sales team?

Leaders make every other team member better. They raise all who are around them to higher levels of achievement. Other team members want to follow leaders because they create a path of success for them. Sales professionals who want to strive to achieve greatness learn from the leaders who came before them.

Leaders show gratitude. Be sure to thank those who helped you along the way. It is the right thing to do—and you may be in a situation someday where you need their help.

Leaders give back. They do this by mentoring other sales team members and helping them achieve their professional and personal goals. They also give back to the community by supporting service organizations.

Leaders understand that giving back will repay dividends tenfold and reinforce their purpose.

Pick some areas where you have experience or can develop expertise and build your capability as a Leader. You can help others in your organization achieve greater success in those areas.
Even if you do not aspire to a management role, you can still contribute significantly to your organization by serving as a Determined Leader.

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

202 ENCORE-Proactive Advisor – Part 2

Proactive Advisor – Part 2


The prior flash briefing introduced the Proactive Advisor. This is Part 2 which gives an example of how an outstanding Proactive Advisor built her personal brand. 


Laura was a rising star in the sales profession. Her peers called her “wonder woman.” She possessed boundless energy, successfully balancing a fulfilling personal life with a productive occupation. While she was dedicated to her family and community service, she still carved out the time necessary to have a successful sales career. 


Her services were in high demand and, after achieving success with one company, she made a set of strategic career moves to other companies—not because she was forced to, but because she believed climbing the steps to more responsibility was required to build her personal brand. Each new sales role presented an opportunity for growth and for gaining expertise in a new segment of the market. 


Laura called on the same companies in the same industries. She leveraged her connections to gain access and to advance major selling opportunities. Doors were opened because Laura was trusted in prior dealings. In multiple cases, she sold similar solutions provided by different vendors to the same company.


This would not have been possible had Laura not earned the trust and respect of her customers. Her conversations were consultative, and she proactively advised her customer in areas that could improve their business even if the solution was not one that she sold. 


Naturally, additional interactions gave her the opportunity to introduce new solutions and explain how they could address new areas in better and faster ways. Laura knew her customers’ needs very well, sometimes even better than their own employees. As a result, this wonder woman achieved sustained success and commanded a premium position in her industry. 


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

201 ENCORE-Proactive Advisor – Part 1

Proactive Advisor – Part 1


Zig Ziglar, the great author, salesman, and motivational speaker, said this: 


“You can have everything in life you want if you

will just help other people get what they want.”


The most valuable and trusted salespeople are those who become “proactive advisors.” Here are the steps they take: 


1) Give value first… solve a problem or make a recommendation, even if doing so does not involve anything you can sell. This is an excellent way to demonstrate that you are committed to engage with your customer as an advisor for the long term, not just for a quick transaction.


2) Become the subject-matter expert of your company and solution and of the business value you can help generate for your customer.


3) Hold the key to unlocking the unique and substantial business value you can help deliver to your customer. 


4) Proactively bring innovative ideas to the table where your customer will gain market share, expand regional presence, improve their competitive position, and increase their brand reputation. Maybe your solution does not have the broad reach to greatly impact every one of these areas, but even at a departmental or divisional level, you should be able to find a couple of areas where you and your solution can have a substantial positive impact on your customer’s business. 


5) Plan to find areas where, in the mind of your customer, you can make the impossible truly possible. You will find yourself in discussions where you unveil a capability and your customer will say, “WOW, I didn’t even know that was possible!” Never assume that your customer understands every capability available in the marketplace. Take every opportunity to “WOW!” them. 


This is Part 1 of a two Part briefing on the Proactive Advisor. 

200 ENCORE-Never Beg

Never Beg


Do you appear to be begging when trying to engage prospective customers?


Never beg. Whether your dialogue is verbal or via text or email, don’t appear as though you are “begging.” 


This is a huge sign of weakness and will be met with silence. 


What would you think of emails or voice messages that attempt to engage an executive that looked or sounded like one of this:


  • “Sorry to bother you. I know you are busy. If you have a chance, please give me a call. I would love to tell you about our latest products (which are great!). I will be in the area on Tuesday and Wednesday and would like to schedule a meeting with you and your decision-makers.”


Or this:


  • “I apologize for interrupting you. I would like to touch base. If you have time, please follow up with me. I am sure our products would really work well for you.”


Nothing in these examples compels the recipient to respond. They are weak, self-serving messages that cause the sender to appear to be groveling. They certainly don’t communicate any value to the potential customer. This is a terrible way to try to begin a business relationship.


Instead, consider this value-based approach for an initial text, email, or voice message:


“Our customers in the electronics industry achieved at least a 22% improvement in customer retention by doing the following:


  • Increasing loyalty through an innovative customer rewards program and
  • Identifying customers most likely to churn and targeting retention programs for them.


This approach is compelling and offers successful results experienced by other customers. 


Making your message customer-centric rather than being focused only on you and your products will make your prospective customer much more likely to say, “Yeah! I gotta get some of that.”


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