Why call it DROP DEAD Sales, though? People often wonder about a phrase with such a seemingly negative connotation to describe an approach to selling; after all, who wants to have their sales career "drop dead"? A little background information is in order.

The idea for DROP DEAD Sales was originally developed as a method for dealing specifically with problem customers. It has since been expanded to include all customer relationships, including relationships with your prospects, but it began with difficult people in mind. You see, many of us, whether consciously or unconsciously, wish we could just tell an especially difficult customer to "Drop dead!" Of course, we never (well, almost never) actually vocalize this sentiment. We usually just play the scenario in our heads as a way to purge the memory of having to deal with that person, and this can sometimes be an effective way to let the experience roll off your back and move on with your day.

At the same time, though, you probably realize that picturing a customer interaction in such a negative way doesn't do much to improve your overall attitude toward customers. In fact, you probably recognize that if you keep it up, you're going to turn into a cynic. You see the need for a better way to relate to customers. You realize that this kind of thought pattern has a negative impact on your entire day, especially affecting the way you interact with subsequent customers, co-workers and even family members.

So how can you disrupt these kinds of negative thoughts? How can a person who really feels like telling a customer (or anyone else for that matter) to 'Drop dead!' change that thought and replace it with a new, more empowering one? Well, why not use the words themselves and change their association from something negative to something positive?

Thus we have DROP DEAD Sales, an approach to selling (and life) comprised of eight foundational qualities that can help you achieve great customer relationships. Specifically, DROP DEAD Sales says that when you feel like telling a customer to "Drop dead!", you must immediately remember to treat him with Dignity, Respect, Optimism and Professionalism and at the same time work on developing within yourself the Desire, Enthusiasm, Awareness and Discipline required to do so. And, while this approach to sales was inspired by a desire to improve the attitudes of sales people toward their problem customers, I'm sure you'll agree that these eight qualities go far beyond dealing with difficult customers and even beyond just customer interactions. In fact, developing these qualities can improve every relationship in your life!

For example, developing the quality of enthusiasm toward your work and the help your product or service can provide to other businesses can change your entire demeanor when approaching customers. I've seen sales reps who rarely closed deals because of their timid, almost apologetic attitude work on this one quality; suddenly, their enthusiasm and excitement take off and they become top producers! They can't wait to see prospects! They become passionate about helping customers improve their bottom lines, and that enthusiasm is contagious. Prospects begin to respond in kind, and the rep has an opportunity to lay the foundation for a great relationship that has the potential to last for years to come.

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