Movie & TV post

7 Sales Lessons from Cobra Kai

Once upon a time I lived in a world with no internet, no Smartphones and only 4 TV channels.

In 1985, I was only 15, so couldn’t drive yet to see the movies on a big screen. So my father purchased a Beta Max and a VHS player. I would try to explain the Betamax to but it’s easier for yall to click the link. A failed piece of technology.

You watched movies by walking to a video rental shop. With no internet, you got your by thrills by looking at hundreds of front covers of VHS movies and looking in awe at the posters of movie stars. Once you chose your clunky thick video cassette, you walked home and inserted it into your VHS player. Once the movie finished, you had to rewind the tape back to the beginning, which took about 5 minutes!

It was a wonderful experience that most people today don’t understand.

One of my favorite movies growing up was Karate Kid, the story of a kid who is bullied at school, gets coached in karate and falls in love with the perfect girl.

I was the new kid in high school, so I was getting bullied. Many bullies I defeated with wax on, wax off and the famous crane kick. Then the bullies got VHS players, knew my tricks and I got my ass kicked… LOL

Cobra Kai, the amazing Netflix show takes place 35 years later with our heroes and villains all grown up. It has better character development, intricate plots, awesome 80s rock music and has become my favorite shows to stream.

Here’s valuable lessons you get from watching the show:

1. Always Be Learning

You want to become excellent at karate, you learn every day and take action. Sales is a skill that needs to be learned daily and you need to take action.

2. Beware of the competition

You shouldn’t copy the competition, put them down or destroy them, it leads to chaos. You do need to understand them and be better. How do you stand out from the competition? How are you better? More important, does your customers & prospects know how you’re better for their business?

3. Have a Positive Attitude

When you get rejected, it’s easy to feel sorry for yourself and blame the other person. When you have a positive attitude, there are no limits. You always achieve more with a positive mindset; more energy, more sales calls and more clients. Negativity and jealously always slows you down.

4. Balance is Important

It’s great to be ambitious and want to achieve more. Success without meaning is failure. Protect your mental health. Go for walks. Spend time with friends and family. Give to charity. Give your life meaning.

5. Don’t Hold Grudges

When people hurt you or upset you, it’s easy to be angry. It takes more courage to forgive. It’s also important to see things from another person’s perspective, even if you disagree with them.

6. Never Give Up

Setbacks will happen to you in life. What matters is how you react to the failure. You miss your target for the month, prospect more next month. You lose a deal, ask yourself why, improve and win the next month. Failure is only when you give up.

7. Get a Coach

You achieve more in karate with a coach advising you, teaching you new skills, making you better and keeping you accountable.

The same rules apply to sales. When it comes to sales Cobra Kai has much to teach us. Particularly with regards to the importance mindset.

I’ll leave the last word to Johnny:

‘I may not always win, but I never quit a fight.’
Johnny Lawrence

Happy Selling,

David

LESSONS FROM 4 CLASSIC CHRISTMAS MOVIES

I love a good Christmas movie. Just like I love Christmas songs, Merry Christmas from the Family.

They are great on a relaxing Saturday afternoon as a pleasant diversion from the craziness of the holiday season.

Many Christmas movies are light on plot and heavy on sentimentality. Others have a strong moral message, or maybe remind the kids to be good, because Santa Claus IS watching.

I enjoy them all, because they’re invariably about appreciating the good in your life, even when it’s hard to recognize. It’s a wonderful reminder any time of year.

It won’t surprise you that my favorite Christmas movies are the ones that surprise you with the wise business lessons hidden at their core. If you’re partial to the Hallmark variety of Christmas movies, you’ve no doubt witnessed their unending variety of charming small town shops, seasonal bakeries, and craft competitions.

Fair warning: I won’t be taking a public position on the great “Is Die Hard a Christmas movie?” debate (it is by the way). But here are some holiday classics and the business wisdom they share:

1. Money isn’t everything – but it does help–

National Lampoon’s Christmas Vacation

This is a classic Christmas Time business reminder: there is a lot more to life than money.

In “National Lampoon’s Christmas Vacation,” the boss’s decision to eliminate holiday bonuses nearly sends Clark Griswold off the proverbial cliff. In an effort to save a few bucks, Mr. Shirley nearly ruined the holiday season and maybe even the year for his employees. At the movie’s climax, Clark describes what a rotten move it was, explaining to Mr. Shirley how employees depend on it as a portion of their income. Mr. Shirley learns that alienating his employees is no way to run a business or make a profit, and Clark learns that he doesn’t need an extravagant backyard pool. A similar business lesson appears in the Holiday classic, “A Christmas Carol.” The hardworking but chronically underpaid Kermit the Frog – I mean Bob Cratchit – embodies the ideal that money isn’t everything. He and his family are a loving group that appreciate what they have, but most importantly appreciate each other. Their generous and loving spirit convinces Michael Cain-;I mean Scrooge-;that his miserly ways are not sustainable for his business or his life.

2. Be Yourself – ELF

In “Elf,” Will Ferrell’s Buddy is different from the elves on the North Pole, with hands that are too big to make the intricate toys. Buddy’s enthusiasm and Christmas spirit, however, are boundless, and it turns out that he is a fabulous storyteller. Interestingly, famous author Miles Finch is the only other gifted author, and he, too, is physically different from those around him. Even the combined efforts of all the generic businessmen in suits cannot match what Buddy and Miles are able to accomplish. Buddy is also an inspiration to those around him, unafraid to spread joy by decorating elaborately and “singing loud for all to hear.” What makes Buddy different is what makes him great. This is the most important thing you can give your customers. Don’t try to be like everyone else. Your unique value proposition is why they want to do business with you.

3. There’s bad karma in ruining others. – Trading Spaces

If you are looking for an end-of-the-year boost in sales and productivity, just about the worst thing a boss can do is to negatively influence the personal lives of their employees. This type of upheaval carries directly over into the workplace, and is almost certain to negatively impact your company. In “Trading Spaces,” the Duke brothers use Winthorpe and Valentine as guinea pigs in a twisted social experiment.

When Winthorpe and Valentine realize how they have been abused, they rain down karmic fire on the brothers. Ultimately, the Duke brothers lose everything over a $1 bet. When doing business, conduct yourself with honor. People do business with people they like, so it’s a profitable strategy. Plus, what goes around comes around, and you don’t need to sew any bad seeds.

4. Dream Big – A Christmas Story

Throughout most of “A Christmas Story,” Ralphie Parker strategizes how to convince the adults in his life that he is mature enough for a Red Ryder Carbine Action 200-Shot Range Model Air Rifle. He tries to make lawyerly arguments to his mother, is cooperative when asked to help his little brother, and is (almost) tolerant when forced to wear a humiliating costume made by an aunt. Ralphie puts forth considerable effort paying his dues to prove he is mature enough for the rifle. Even though on Christmas morning it appears that his dream will not come true, Ralphie is content with his Christmas, and has come to appreciate his family more than ever before. When it is revealed that he is, in fact, receiving the rifle, the victory is all the sweeter from the effort he put into achieving it. You should dream big in business, too, no matter how unachievable it seems.

We are 11 days away from Christmas! Enjoy the season and don’t stress over what we can’t control.

Happy Selling,

David

How To Be a Better Salesperson: Tips From 7 Unlikely Movies

When you think of salespeople on film, movies like Glengarry Glen Ross, The Boiler Room, and The Wolf of Wall Street are probably the first that come to mind, probably because of the blog post I’ve made in the past.

5 Christmas movies with lessons for salespeople

You don’t usually associate Christmas movies with lessons for salespeople, and that got us thinking.

To be honest, our premise was simple. Christmas movies are full of warmth. Sales is demanding and relentless. Could we get this warmth to rub off on salespeople, so they can find more joy in their job?

So I picked five Christmas movies and got to work. Eventually I didn’t have to work too hard because, well, Christmas movies have something for everyone. They’re Christmas movies, after all.

Here we go.

1. Home Alone (1990)

We start with a Christmas classic. An eight-year-old boy is left behind at home by his family when they set off on their Christmas vacation. Two robbers decide to target the house, and a series of hilarious antics follow. In the unlikely event that you haven’t watched this one, now’s a good time to start. I mean, like right now. I’ll wait. It’s worth it.

Back? Awesome! But what does Home Alone have for sales folks? One simple lesson. Remember the basics.

A family leaving their son behind sounds incredulous, but it’s happened. The lights, the gas, the windows—they’re always on our mind, but the children? They’re just supposed to be there, right? Not always, as it turns out. And that’s the kind of oversight sales folks can make too. We’re so obsessed with nudging leads down the sales funnel that sometimes, we forget the basics. Has that new lead received a welcome email? Has enough research been done before that call for tomorrow? What about updating a lead’s status in the sales CRM?

Sticking to the basics makes a solid impression on leads who’re checking out your business. And a solid impression can be the difference when the lead evaluates you against your competition.

2. Die Hard (1988)

Critics have debated for years if Die Hard is a Christmas movie, but I prefer to keep it simple. Think of Bruce Willis arriving on Christmas Eve to reconcile with his wife over her company’s Christmas party. The party is taken over by terrorists who actually want to loot the company. Bruce proceeds to knock the daylights out of the bad guys, saves his wife and ensures everybody goes home happy and safe. Sounds like a proper Christmas tale to me.With heavy-duty action, of course.

When you’ve just won a deal, it’s tempting to yell, “Yippee-ki-yay!” (followed by the un-Christmas-like word). But that’s not where we’re going. Die Hard is about how you battle it out when the numbers are stacked against you. One cop versus twelve bad guys is no joke. One salesperson juggling seven deals is no joke either. So what do you do?

Plan and execute.

Your deal pipeline will always have a bunch of deals vying for your attention. If you’re going for all the golden eggs at the same time, you’re killing your chances. Treat each deal on merit, look at which stage a deal is in, and make your move.

P.S. Being able to visualize your pipeline is a good way to start planning.

3. A Christmas Carol (2009)

A Christmas Carol is a novella written by Charles Dickens. Numerous adaptations have been made for the stage and for the silver screen; it’s so synonymous with Christmas that London’s Sunday Telegraph described Dickens as “The Man Who Invented Christmas.” It tells the story of Ebenezer Scrooge, an old miser, and how he is reformed by three spirits: the Ghost of Christmas Past, the Ghost of Christmas Present, and the Ghost of Christmas Yet to Come. It’s a tale about introspection, the futility of hoarding, and the importance of compassion.

Sounds too altruistic for sales? Perhaps. But A Christmas Carol has a takeaway that’s especially relevant for salespeople.

Reflect on yourself.

You know sales is not a “today” job; a win today is the result of a cumulative effort spanning several months. Therefore, make it a point to regularly take stock of yourself. Analyze recent conversations with leads. Which email worked? At what time did a call elicit the best response? Why was this month better than the last? In today’s times there’s no dearth of data. Use it to become the best salesperson you can be.

4. Miracle on 34th Street (1947)

This delightful movie—about a man who positively believes he’s Santa Claus—is rich in idealism and epitomizes the Christmas spirit of goodwill. It even has a scene where the protagonist sends Macy’s customers to a competitor for toys Macy’s doesn’t have! The whole honesty thing might seem like a bit of a stretch in the real world, but this is one quality that never lets you down. Even when you’re in a cut-throat job like sales.

Stay honest.

There are times when you know a lead isn’t meant to be. They could be asking for something your business doesn’t offer right now (and isn’t likely to offer ever); they might not have the budget. That’s the time to take a stand and move on. This is not an altruistic decision, it’s a practical one. A dissatisfied lead walks away; an unhappy customer takes your reputation with them. Call the lead to describe the situation and shake hands over it. Or drop them a well-worded email. Either way, don’t leave leads hanging on visions of a business you’re not.

P.S. If your phone and email are integrated into the sales CRM, it’s easier for you to reach out.

5. It’s a Wonderful Life (1946)

It’s a Wonderful Life is to Christmas what cheese is to pizza. When you’re Googling for “best Christmas movies”, you’ll find this movie at one spot: #1. And for good reason, too. It’s a Wonderful Life takes viewers into the life of a banker contemplating suicide, and shows how divine intervention helps him realize the value of life. For the Christmas season, that’s exactly the kind of feel-good fervor we all need. Two words sum up the movie’s essence.

Don’t quit.

A lost deal or a bad week at the office doesn’t mean there’s no chance of a comeback. Yes, mistakes suck. Yes, they can be demoralizing. But step back for a moment and think about everything you’re capable of doing for your team. Think about the difference you can make to the bottom line this month, this quarter, this year. And then step ahead.

P.S. A 360° view of leads helps you understand them better, and can eliminate missteps.

That’s it from us. Remember the basics, plan and execute, reflect on yourself, stay honest, and don’t quit.

I’m sure there are more Christmas movies we can take inspiration from. Let me know.

Happy Selling,

David

It’s a Wonderful Life

During the winter holiday season, “It’s a Wonderful Life” airs frequently on major and local TV stations. In case you haven’t seen it, here’s a synopsis [Warning: There are spoiler alerts]:

From childhood until adulthood, the movie follows George Bailey, who dreams of leaving the small town of Bedford Falls to see the world. Through a series of selfless acts he ends up taking over his family business, the Bailey Building and Loan Association, and he remains in Bedford Falls…just in time for the Stock Market Crash of 1929. His loan company ends up $8,000 short on deposits through a mistake made by his uncle. With his life in shambles, George contemplates suicide until his guardian angel comes to change his mind and save his life.

There’s some great entertainment in this story, but there are also a few great lessons as well.

Each of us was put on this earth for a reason. We all have specific gifts. The sad part is that most do not reach their potential because they are simply wasting their life away.
We have all heard the cliché “Every day is a gift”. Do we truly live our lives with that philosophy?

For example, take inventory of your daily routines. How much time is wasted on unproductive things? Think about how much time is spent on watching garbage TV and scrolling through social media. You will be amazed by the time that is wasted.
Are you taking advantage of the opportunities coming your way?

I have met so many people with so much potential, but they waste their talent because of laziness. There’s way more to life than just living day by day, following a mediocre routine. Unfortunately, this way of thinking is just wasting your life away.

Time is your most precious commodity. It is time to live your purpose. Our philosophy should be to invest in causes that will outlive us. This is truly the opposite of waste. The time is now for you to reach your full potential and to make a commitment to fulfill your purpose in life.

First, you must believe that you are a valuable person with something to contribute. You truly can make a difference in other peoples lives. Your gifts are there for a reason. Believe in your full potential and make a difference.
Write out some specific goals so you know exactly which direction you want to head. Create a roadmap for reaching your potential. Set short-term and long-term goals. Put a plan together and take action.

If you truly want to live a wonderful life, you must start using your gifts to serve others. Shift your focus from yourself and be a blessing to others. A standard for a successful life is found in serving others, and that includes the ones closest to you.
Remember that happiness is a choice. When we need others to make us feel worthy or happy, we are undermining this great truth. Choose happiness.
A growth mindset will always bring value in your life.

It is difficult to waste your life when you are humble and open to new ideas. Adapt the idea of continuous learning. Learners ask questions rather than acting as if they know everything.

The time has come to start living your life rather than wasting your life. Take a look at your inner circle. You are the average of the five people you spend the most time with. Make a commitment to start surrounding yourself with the right people. Find people that are in life where you want to be and start learning from them.

Finally, you must accept the fact that difficulties and challenges are part of life. Use all of these as growing and learning experiences. If you have found yourself complaining about things, it’s time to get rid of this negative thinking. Complaining and moaning eats time away. Complaining makes it harder to be productive and happy. Do not waste your time complaining and miss out on these wonderful opportunities that are ahead of you.

This is your time! It’s time to make a difference and start living your life to it’s fullest potential. No more wasting time and no more wasting your life away!

Start today with a new attitude, a growth mindset, and a servant’s heart. Give your very best, and go out there and achieve your dreams! You’ve got this!

Next time “It’s a Wonderful Life” comes on I hope you take a few minutes to watch it. It may be a classic, but its lessons about life and that never get old.

Happy Selling,

David

Friday’s TOP 10 SALES MOVIES -REVISITED

I’ve been wanting to update or revisit this older post for a while now. This is a long overdue follow up to 2017’s The Top 10 Sales Movies. So I went back to the drawing board and re-watched all of the movies from the original post and ones I was asked to watch and I’ve compiled what I would say is the definitive list of the Top 10 Sales Movies of all times, and a couple that may surprise you.

Curious, Not Judgmental: Ted Lasso’s Guide to Successful Selling

Last Tuesday we looked at the Top 4 lessons from Tommy Boy so this week I decided to do a blog on Apple TV’s Ted Lasso.

If you haven’t watched Ted Lasso on Apple TV, you are really missing out! This show has so much heart, optimism, and belly-laughing humor. It’s winning all the awards and I see great parallels between the show’s lessons and sales lessons on how you can be a better sales pro and coach.

In season one we meet Ted Lasso, a Kansas High School Football coach, starting his new career as Head Coach of an English Football team. He has zero experience with the rules, strategy, and terms used in the game. He should be completely out of his element but he persists with kindness, positivity, and a lightning-fast wit filled with pop culture references and unending optimism.

Every episode gives you “the feels” and some excellent life lessons. This is one of those shows that justifies the amount of time I spend watching TV!

Today let’s talk about the one and only Ted Lasso, and ask him for his best tips to help inspire me, and maybe you too. Let’s act as if Ted Lasso is speaking and coaching us.

Here’s my favorite scene below

Enjoy, David

*Here’s Ted!

Greetings, sales team! It’s a pleasure to be here with you all today. As some of you may know, I’m Ted Lasso, and I’m here to offer some advice on how you can elevate your sales game.

First and foremost, I want to remind you all to be curious, not judgmental.

One of the biggest mistakes we can make as salespeople is assuming we know everything there is to know about our clients or customers. The truth is, we’ll never know everything about them, but we can always strive to learn more. So ask questions, be curious, and don’t be afraid to admit when you don’t know something. This will help you build stronger relationships with your clients and ultimately close more deals.

Another important lesson from my experience as a coach is to start where you are.

Whether you’re a seasoned sales professional or just starting out, it’s important to assess where you are and set realistic goals for yourself. Don’t compare yourself to others or get discouraged by setbacks. Focus on your own progress and take steps every day to improve.

When it comes to feedback, remember to value the opinions of those who matter and forget the rest.

Not everyone’s opinion is worth your time or energy. Seek out feedback from trusted colleagues, mentors, and clients who can help you grow and improve. And don’t forget to take the time to give feedback to others as well. It’s a two-way street.

Now, you may be wondering what it means to be a goldfish.

Well, in my experience, it means having a short memory when it comes to mistakes or setbacks. Learn from them, but don’t dwell on them. Instead, focus on the present moment and the opportunities ahead of you. This mindset can help you stay positive and motivated even in challenging times.

To be your best self, you need to nurture the best version of yourself.

This means taking care of your physical, mental, and emotional health. Make time for exercise, meditation, and self-reflection. Take breaks when you need them, and don’t be afraid to ask for help when you need it. By investing in yourself, you’ll be better equipped to serve your clients and achieve your goals.

In sales, making quality connections is key.

It’s not just about making a sale; it’s about building relationships that will last. Take the time to get to know your clients on a personal level, and show them that you care about their needs and goals. This will help you build trust and loyalty, which are essential for long-term success.

Remember to make others look and feel good.

Celebrate their successes, offer encouragement when they face challenges, and be generous with your praise. By lifting others up, you’ll create a positive environment that inspires everyone to do their best.

Finally, don’t take yourself too seriously.

Be vulnerable, and don’t be afraid to show your human side. We all make mistakes, and sometimes the best way to connect with others is by sharing our struggles and challenges. By being open and authentic, you’ll build deeper connections with your clients and colleagues, and ultimately become a more effective salesperson.

So there you have it, sales team. These are just a few of the lessons I’ve learned from my time as a coach, and I hope they’ll help you as you navigate the world of sales. And remember, if you ever need a little inspiration, there’s no better time to brush up on the lessons from Ted Lasso Seasons 1-3. Good luck, and happy selling!

Ted Lasso

*Credit Phil Gerbyshak for this article.