The Death of 20th Century Selling

The stories alone are fascinating and worth the price of the book.

Dan Seidman knows what he is talking about. I have seen him in action. He know just what to say, how to say it and who to say it to. He instantly makes himself interesting, credible and fun.

This book is about relationships. Selling relationships.

Dan Poynter, ParaPublishing.com


Laugh, Cringe, Learn and Improve!   March 17, 2003
Donald Mitchell (Boston)
3 out of 3 found this review helpful

Before starting to write business books, I asked everyone I saw what they liked about the business books that they had liked. The recommendations were unanimous: Failure stories!

Looking at failures is a great way to learn. The awful circumstances are indelibly etched in our minds. If we can think of a way to deal with THOSE situations, surely we can deal with more ordinary ones.

As I read The Death of 20th Century Selling, I was struck that the book has much in common with the humor best seller, The Darwin Awards. The sales people here act in disabling ways in unexpectedly tricky circumstances through 50 riveting true stories. The results are dangerous to their sales careers and income. Mr. Seidman goes on to explore ways that the blundering sales people might have recovered.

These stories are pretty amazing. Sales people insult the prospect's spouse, mother, and even act insensitively towards a family member's grave. In other cases, the sales people make themselves look literally like buffoons. In The Darwin Awards, the victims usually do themselves in by being drunk and using very poor judgment. In The Death of 20th Century Selling, the equivalent sources of error are a self-centered focus on the seller's needs rather than noticing the buyer's perspective. "Show me the money" might be the mantra of many of these failed sales people.

Then gradually, repressed memories of my own sales disasters came back. I could have written my own version of this book! Having seen these failures made me able to see how I might have down better in my own disasters. That was great.

Mr. Seidman also does a nice job of weaving the stories into patterns, especially of those who are addicted to sales techniques that have not worked in decades, those who inexperienced and dabble at sales without a winning process, those who let their egos get in the way, and people who are undisciplined.

Rather than leaving you with faint hope, he goes on to explain and show the benefits of helping prospects understand the consequences they will face if they do not choose to purchase your offering.

The book was a very pleasant surprise in that it contains a lot of wisdom in a quite brief and inexpensive book. The material is engrossing and easy to absorb. Although he suggests reading the examples over time, I raced through to the end . . . hardly able to wait to find out what else has gone wrong for other sales people.

Selling is a lonely profession in many ways. You face some pretty weird situations, and often there's no one there to help you deal with them. Afterwards, you can feel like a fool. After reading this book, you're more likely to be flexible in the tough situations. I know I'll think . . . now, what would Dan Seidman suggest?

If you are in sales, think you might want to go into sales, or even meet with salespeople, you owe it to yourself to read and laugh loudly with this delightful book!

Donald Mitchell, co-author of The 2,000 Percent Solution, The Irresistible Growth Enterprise and The Ultimate Competitive Advantage


Master This! You'll Need it Every Day!   December 1, 2002
Carolyn Howard-Johnson (Los Angeles, CA USA)
3 out of 4 found this review helpful

...From the time we open our eyes in the morning and choose the shoes we will wear for the day, we are selling. We must sell ourselves first and after that the pressure to sell only gets more intense. It matters not whether we are artistes or janitors or CEOs, we will be selling something. We will be selling to our bosses, our clients, our own families. Dan Seidman author of "The Death of 20th Century Selling," tells us how to do it and illustrates his lessons with "50 hilarious sales blunders."

Dan Seidman has had more than two decades of experience selling on the net and off. He is a nationally known speaker and has written for national magazines. Now he shares his knowledge in "Death."

This book is not only a volume full of practical and funny how-tos of selling, it is an example of what Dan Seidman professes. After one has read the book, one need only look at the cover art and read the cover text to understand what I mean by this. The only thing this cover lacks is a warning. That should read something like this: "Warning: Saying or thinking `I don't need this book, I'm not a sales person,' can be dangerous to your future." ...


If You Like Getting Your Knuckles Rapped . . .   August 25, 2002
Edwin (California)
4 out of 4 found this review helpful

I went to elementary school in the days when you were sent to the principal for disobeying in class. Because I tended to goof off a bit, I recieved my share of wackings. In the business world we all go through similar elementary classes, or lessons. I wish my teachers there (mentors and managers) had given me Dan's book for assigned reading (or at least homework). I found that I learn best in some situations by watching others fail or make mistakes. This book gives me that advantage in the same painful way, but without being the recipient of the pain. I can't think of a salesman today who wouldn't want the opportunity of learning from others' mistakes. I just wish the book had been written 20 years ago! Great paperback--I can't wait for the movie!


Insightful, Instructive, and Entertaining   July 26, 2002
Roger E. Herman (Greensboro, NC USA)
5 out of 5 found this review helpful

Every sales professional has experienced those embarrassing moments . . . those moments we wish we could just take back instantly. Life isn't like that, so the key is to avoid the problems. This book will help salespeople-at all levels-gain some better perspectives on their roles.

The stories about the sales situation blunders are short and sweet. The author wastes no time in getting to the point. And each story has a point-a moment of instruction, if you will. The book is organized by the type of story, the category of failure: dinosaur, tourist, Napoleon, and maverick. You may recognize yourself in every section of the book! The funniest, craziest stories are probably the ones with the most value.

Adding value are contributions from recognized sales authorities and authors who provide insightful pieces-again short enough to be absorbed by busy sales professionals who have precious little time for reading. Other pieces, which almost seem like chapters tacked on to put a little more in the book, do add extra value.

While this is not a step-by-step instruction book to fine salesmanship (it's not intended to be), it's filled with food for thought. Nourishing without being one of those rah-rah motivational books. Written by a professional sales trainer and speaker who hasn't seen it all, but has seen enough to provide us with some more valuable learning. You'll enjoy it.