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Rick Saldan is an excellent inspirational speaker who tailored the seminar to the needs of the individual students being instructed. This office thanks the Mayors Office of Information Services for having such a vendor.

 

Timothy K. Lynch

Office of Fleet Management

City of Philadelphia

 

 

Rick has a magical approach that provides a clear and concise message specifically designed to the needs of his audience. Rick will provide all the motivational magic you will ever need, propelling your organization to the next level of greater success.

 

Thomas Mulhern

Frontier Communications

 

 

Rick Saldan is a compelling and absorbing motivational speaker and magician.  I have been to five of his Motivational Magic presentations and it is amazing how he keeps our college audiences on the edge of their seats. A highly entertaining performer with great comedy flair. Rich content to increase students' productivity, peak performance and motivation. If you need an outstanding motivational speaker for colleges, Rick is definitely one of the world's greatest speakers and magicians!


Dr. Rob Gilbert, Sport Psychologist,

Montclair State University

 

 

Rick Saldan has the wit, wisdom and sorcery of a wizard. He has a dynamic personality, and all will enjoy his captivating stories, comedy and magic!

Dennis Slaughter
Credit Suisse First Boston

 

 

Rick Saldan delivers a first-class show! A pro in every sense of the word. Funny, unique, entertaining and polished.

Brian Letscher, Actor

Hawaii Five-O, NCIS, Cold Case, Law & Order and The Mentalist.

 

 

Rick Saldan is a wonderful combination of master magician, comic improviser and first class speaker. The audience loved his program, which was music to our ears. If you love celebrity motivational speakers such as Tom Hopkins, Dale Carnegie and Zig Ziglar, then you'll love Rick!

Dottie Burman, President
Burtley Productions, Inc.

 

Rick Saldan is an incredibly talented performer and motivational speaker with great insight. He shares many powerful motivational messages that will enhance your life for the better!

Jack Murray, President
Dream Illusions

 

Rick is one of the best inspirational speakers on the scene today. Funny, fun loving and highly energetic. If you want to make your next event into an extraordinary one, then invite professional speaker  Rick Saldan and his amazing  Motivational Magic.

 

Andres Lara, President

Inspiration Times Magazine

 
 

Why Sell Ice To Eskimos When You Can Sell Life Jackets To Drowning Men?
Author: Jack Galloway

So why would anyone boast of being able to sell ice to an Eskimo? The Eskimo clearly doesn’t have a need for ice. He will certainly experience buyer’s remorse when reality sets in. And in addition to losing his future business, you’ll probably annoy the Eskimo.

A sale, in addition to the rest of life, is a negotiation. We may not naturally assume this or even enjoy negotiation. If, however, you are in any form of sales this is reality. Due largely in part to my natural awkwardness when it comes to negotiation, I have been studying this subject for six months in depth. Selling is negotiating.

In addition to many aspects of negotiation, I have a special interest in the area of sales negotiation. I have learned one specific concept that has so influenced my life that I just knew that I wanted to share it with you.

Wouldn’t you rather be in the position of selling life jackets to drowning men? Don’t feel bad; you are not the cause of their situation. You are the solution. They need life jackets. Wouldn’t you agree that the worst life jacket sales person in the country could close this deal? Price will likely not be an issue. And the drowning man will almost certainly feel good about the purchase for years to come…

So, you ask, what is the point? The point is that this sales person, or negotiator, has a tremendous POSITION OF STRENGTH. He has walk away power while the drowning man does not. POSTION OF STRENGTH could be defined as anything that you do to increase your opportunities and alternatives to a given situation. In your career, this may include finishing that college degree, reading everything that you can get your hands on about your area of expertise, and even getting out of debt. These types of things make you more valuable while making the sale less urgent. Assume your job is lost today. You are negotiating your compensation with a potential employer. Wouldn’t you agree that having K in an emergency fund and no debt would take the immediacy away and you would certainly negotiate a better deal? And what about your current employer? If you are constantly investing in yourself by creating relationships and becoming indispensable, would a raise not be much more comfortable to discuss?

In sales, if you are selling the right product (life jackets) to the right group of people (drowning men), you have a powerful POSITION OF STRENGTH. You are now in control. If you cannot afford to walk away from the sale, you have already lost the deal.

This principle will translate into every area of your life. If you are always working to increase your POSITION OF STRENGTH, you will be a better negotiator. While the other guys are looking for the overnight method to greatness, you are investing long term into something that follows you and continues to build. Don’t worry about the Eskimos. Be ready for the drowning men because they are on the way…will you be ready?







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Jack Galloway is the department leader of the Strategic Alliances team @ www.daveramsey.com

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