Category: how to prospect

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How To Unmask Authentic Selling #508

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How To Unmask Authentic Selling #508

When I was new to selling I read a number of books on closing techniques and objection handling. I took their advice to craft scripts to memorize them like an actor in the theatre. It was a weak approach. The buyers never said the lines I expected and often I was dumbfounded about what to say. In this week’s Tao of Sales Babble we cast off the scripts and unmask to discover our authentic you, the person buyers want to meet, trust, and do business with.  Authentic selling is the topic for today. 

Today’s Chapter: Authentic Selling

Give up memorizing closing techniques and sales scripts
and your skills will multiply a hundredfold.
Give up professional handshakes and business etiquette
and you will rediscover connecting with buyers.
Give up number crunching and counting commission pennies
and your fears and concerns will disappear.

These tactics are masks of
outward form and conventional business practice.
They are not sufficient in and of themselves.

Instead, seek selling simplicity.
Realize the authentic seller.
Cast off the fake and step from the shadows.

Today’s Story

This was Chris’s first attempt at cold calling and Chris was struggling to remember the product features, benefits, pain points, and voicemail scripts. Selling felt forced and wooden and no matter how hard Chris tried, it wasn’t getting easier. It all felt like pretending.

Sensing Chris’s frustration, Pat sat in on a few calls. It was clear the issue wasn’t a memorization problem, but a complexity problem.  “Try this,” Pat said. “ Let’s say by dumb luck, the next person you called just happened to be an old friend. What would you say differently to them?” 

Chris thought for a moment. “Well, I probably would ask them if they had quality issues like the ones our customers face. If they say yes, I’d probably share some of the benefits of the product. If they were still interested, I’d move on and talk about the features.” 

“Wow,” said Pat, “that sounds like a good plan. Why not do that next time.”

Take Action Quote

In The Power of Positive Thinking, Norman Vincent Peale said, “Believe in yourself! Have faith in your abilities! Without a humble but reasonable confidence in your own powers you cannot be successful or happy.” 

Canned scripts with objection handling are all well and good but only go so far. It’s the authentic seller that buyers want to meet. Set aside false myths that you need to assert dominance and swagger when prospecting. Buyers are quick to discern arrogant behavior and do so at a moment’s notice. Be yourself. Keep it simple. Stay committed to helping your customers.

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have, and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

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How to Give Control to Take Control When Selling #502

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How to Give Control to Take Control When Selling #502

My wife says I worry too much. I think I don’t worry enough.  I’m always on the lookout for trouble and control what I can to avoid drama. Control is my secret power, and it’s also my greatest weakness. Bringing a control attitude into the sales profession was a turn-off to many prospects. By trying to control the sales process and wrangling the prospect’s actions it had the opposite effect and killed deals. It was by studying the Tao I got the idea of taking control the sale by giving control to the prospects. It was a brilliant albeit belated idea I had because works amazingly well. Today’s topic is how to give control to take control when selling.

Today’s Chapter: Controlling the Sale

Crooked with words
the sale goes sideways.
Rushing the close
the deal comes to a halt.
Showing off and preening
shows little.
Asserting with vanity
chases business away.

Rules about handling, managing, and fooling the buyer
never acknowledge what truly rules.

By not controlling the sale, the sale is controlled.
Give each buyer space
knowing each deal has its own course.
Take their lead and you’ll get there.

Today’s Story

Chris was a self-admitted control freak, trying to control every aspect of every buyer as well as the entire sales funnel. Commendable yes.  But exhausting and surprisingly not as successful as expected. Despite worry and taking preemptive action, the deals never progressed as planned. Buyers would change direction at a moment’s notice. They would make requests from out of the blue, and nothing Chris could do would prepare for the unforeseen.

During a one-on-one, Pat walked through the pipeline with Chris. In frustration, Chris opened up and shared how chaotic the deals felt and how difficult it was to control the sale.

“What should I do?”, Chris asked.

Pat laughed, knowing from personal experience that the tighter you squeeze a slippery fish, the faster it slips out and back into the water.

Pat responded, “Expect change, it’s the one constant in the world Chris. Customers are never going to go the path we expect. What we should expect is the unexpected. They don’t all act alike. They don’t all have the same pains and aspirations. The best way to control a sale is to not control it. Let each deal take its own course. Let the buyers reveal their wants and needs at their own pace and address them one by one, as they come.”

Take Action Quote

Like Lao Tzu, the Greek philosopher Heraclitus is famous for his love of paradox and wordplay. He too believed in the unity of opposites and harmony. Heraclitus saw the world in a state of flux that was always “becoming”, but never “being”.  He is famously quoted as saying, “No man ever steps in the same river twice.”

The same is true of prospects.

No two prospects are alike. Each prospect knows what they want. At the same time, they may revise their needs at a moment’s notice. Master sellers expect this. They accept fluctuations like the sea expects tides. They are happy to help in whatever capacity they can. They trust it will all work out.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast”

 

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Got a Question?

Something about today’s episode got you thinking?  Do you have a question or a comment you’d like to share? If so “babble me” an email here!

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Looking For Deals In All The Wrong Places #469

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Looking For Deals In All The Wrong Places #469

Are you looking for love in all the wrong places? Looking for deals in too many faces? As markets come and go, it’s easy to get an achy breaky heart. But sometimes, through no fault of our own, what used to work, stops working. If there’s one thing the Tao Te Ching has repeatedly told us is that nothing lasts and the world is in constant change. So , if we  continue to do, what we’ve always done, and expect to get  different results, that’s insanity according  Einstein. Which is why it would be wise for us to take the  sweet Urban Cowboy lyrics of Johnny Lee to heart and mix things up. Sure you may get a bluebird every now and then but maybe it would make more sense to sniff out opportunities in new markets like a bird dog flushes out pheasants. Looking for deals, that’s the topic for today.

Today’s Chapter: Blue Birds Versus Bird Dogs

Sales is a mix of the hard and the easy.
Sometimes deals fall in your lap
A pleasant gift on a hard day’s work.
They are called Blue Birds.

More common the Master Seller
is a Bird Dog,
Confidently sniffing out opportunities
working to flush out new business.
Tail wagging in the field.

Patience is the test of resolve,
trust and circumstance.
The Master Seller is ever changing and evolving,
just as the markets ebb and flow.

Deals are neither easy or hard.
They just are.

Today’s Story

Pat asked Chris to review the sales forecast given they were half way through the fiscal quarter. Chris started by saying,

“Although I’ve gotten a bluebird or two I think we’ve exhausted this territory. Either they are already our customer or they have no plans to switch. If keep I working it, it’s not going to work out!”

Pat laughed ,”Yeah I’ve also been wondering if ‘ve come to the end but I’ve also been thinking about pivoting.”

“Where to?” responded Chris.

Pat went on, “Maybe we could reconfigure our offer for manufacturing. I know this is a switch, but talking to the product developers, we might be able to do it. But we first need to know if it makes sense. This is where I need you Chris”.

“How can I help?”

“Can you reach out to our existing customers and see if they have any friends we could talk to in manufacturing?”

“Sure, but if I meet these people what should I say?”

Pat smiled “Just ask them for their advice. People can be super nice and super helpful if you’re not trying to talk them into something. Just ask if we reconfigured our product for manufacturing would that add value to their organization. If enough of them say yes, let’s pull the trigger and get that new offering started”.

“I like this plan”, said Chris. And that’s how the new project got started. 

Take Action Joke

I’m reminded of the joke where a policeman sees a drunk man searching for something under a streetlight and asks what the drunk has lost. He says he lost his keys and they both look under the streetlight together. After a few minutes the policeman asks if he is sure he lost them here, and the drunk replies, no, that he lost them in the park. The policeman asks why he is searching here, and the drunk replies, “this is where the light is.”   Sometimes when selling, it’s easy to fall into the habit and look for buyers where it’s easiest to sell.  But ask yourself, are you certain qualified prospects are actually here? If it’s been awhile, it might make sense to look in the park, next morning!

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

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How To Learn the Buyers Secret Language #443

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How To Learn the Buyers Secret Language  #443

 

Each industry has a secret language. There is a vernacular, nomenclature and acronyms everyone in the industry uses. To be a successful seller, you need to know that language too. How to learn the language of the buyer, that’s the topic for today.  How to learn the buyers secret language. That’s the topic for today. 

Today’s Chapter:  Speak the Buyers Secret Language

First listen
to learn their language.
Then question
to understand their lives.
Next seek
to know, what they know.
Then frame how best to express solutions.

The Master Seller
Walks in their shoes,
Listening without judging
Building credibility and trust
Marketing the buyer with relevance
Spoken in the Words of the buyer.

Today’s Story

Chris pivoted to selling a new product line in an industry new to Chris. Excited to get started Chris jumped in and started calling and emailing but each outreach hit a thud. Time and again, prospects showed no interest and Chris was getting frustrated. It seems that what used to work in one industry, didn’t in this new industry.  Pat could sense a rising level of discouragement and stepped in to help. 

“Chris”  said Pat, “This is a very different industry than what you’re used to. I know it’s a big challenge.  If you don’t know what the 280E or the 8300 form, people don’t trust that you fully understand their challenges. It’s a hurdle. 

Every industry has a secret language. And in an industry as new and changing as this one, there is no book you can read to learn it all in one place. But once you learn that language you become a member of the tribe.” 

“So what should I do?” asked Chris.

Pat answered “None of us know exactly how this is going to work. I wish I could tell you more about this industry but I’m new to it too. But I’m certain you’re the right person for this challenge. 

Find a buyer who is patient and willing to teach you a term here or a definition there.

Be patient, it’s going to take time. I believe in you. “

Take Action Quote

Mary Torrans Lathrap authored a poem titled “Judge Softly” in 1895, and has later come to be known by its most famous and quoted line — “Walk a Mile in His Moccasins.”

“Judge Softly”

“Pray, don’t find fault with the man that limps,

Or stumbles along the road.

Unless you have worn the moccasins he wears,

Or stumbled beneath the same load.

it goes quite long but ends…

We will be known forever by the tracks we leave

In other people’s lives, our kindnesses and generosity.

Take the time to walk a mile in his moccasins.

This is true too for us sellers. We must wade into their world, understand the lingua franca of their business and speak to their concerns, challenges and aspirations. It’s your responsibility to learn their language, not vice versa. The best way to learn is to ask their advice, accept there are no dumb questions, and most likely you will lose the first few deals when you get started. But this is what you must do.

First crawl, then walk and then run. You can’t skip steps when learning the buyers secret language. . 

Habanero Media Network

Listen to our other podcasts at Habanero Media

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

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How to Find Qualified Leads #415

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 How to Find Qualified Leads #415

 

Do you ever find yourself calling the same leads over and over and not making any headway. This is a case of being lead poor and it’s time to up your prospecting and discover some bonified and  highly qualified leads. In this weeks episodes we investigate those situations, what you can do to fix it and how to find qualified leads

Today’s Chapter: How to Find Qualified Leads

The great Marketplace flows everywhere.
All business is born from it.
Though it doesn’t consciously create new markets
It pours itself into its work.

It makes no claim this business is good or bad
Yet it nourishes emerging markets
And doesn’t hold onto them.

Some grow and some vanish,
Yet all are contained within it.

The Master Seller is aware of its greatness.
Never “lead poor” they find leads like shells on a shore.
Daily they walk the beach to uncover new business
And Delight in new opportunities

Today’s Story

Towards the end of the week Chris was frustrated with the lack of progress being made on the new product. Good at follow up, all the prospects in the sales funnel were being attended to, but none of the leads were interested in setting up a sales call. 

“Are you following up?” asked Pat. “Absolutely” said Chris, “Some of the leads had been emailed or called 20 times!” Hmm thought Pat. 

“You know what the problem is? You’re lead poor! I love how you’re grinding, but the leads you have stink, they’re not interested. On top of that, you have too few of them, we need to up our prospecting.” 

Pat went on … “Identifying good high quality leads comes back to understanding our ideal client and making sure that your emails and voicemails are targeting their needs and desires. Today let’s take a pause on follow up  and relook at your marketing campaigns. Given all the market changes this year I bet if we review your emails, and voicemails in the context of the persona of our ideal client we can uncover a bunch of high quality leads. We’re going to turn around!

Take Action Quote

Seth Godin once said, that in a crowded marketplace, fitting in is a failure. In a busy marketplace, not standing out is the same as being invisible. Too often sellers don’t understand the benefits of what they sell and who exactly should they sell too. On top of that they get shy and fear reaching out. But this is the thing,  Businesses are constantly in a state of flux and constantly looking to fix their problems and attain their aspirations. If you know exactly who you help and why, you will have as many high quality leads as there

Thank Our Sponsor Wingman

I’m excited to share that Sales Babble has a new sponsor, Wingman. Wingman is an actionable conversation intelligence platform that unlocks insights from every sales interaction. You can use Wingman to record your calls, review deals, scale coaching and build a repeatable sales machine. Wingman uses best-in-class Automatic Speech. Recognition (ASR) and Natural Language Processing (NLP) algorithms specifically for sales.

Go to trywingman.com/salesbabble and get a free trial today. Wingman, your source for actionable sales intelligence. 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours.

You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset.

Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. 

This is a production of Habanero Media 

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

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How to Control a Sale, By Not Controlling It #413

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 How to Control a Sale, By Not Controlling It #413

Are you obsessed with having things your way, are you frustrated when deals seem out of control, and nothing goes the way you planned. If so, today’s chapter of the Tao Te Ching of Sales may provide a bit of relief for your suffering when managing a pipeline feels more like herding cats. Let’s babble about how to control a sale, by not controlling it. 

 

Today’s Chapter: Controlling the Sale

Crooked with words
the sale goes sideways.
Rushing the close
the deal comes to a halt.
Showing off and preening
Shows little.
Clinging to a few leads
Chases business away.

Hard rules on handling, manipulating, and fooling the buyer
never acknowledges what truly rules.

By not controlling the sale, the sale is controlled.
Each deal has its own course
Just do your job , then let go.

Today’s Story

Chris was a self admitted control freak, trying to control every aspect of every buyer as well as the entire sales funnel. Commendable yes! But exhausting and surprisingly not as successful as expected. Despite worry and guessing what could go wrong, the deals never progressed as planned. Buyers would change direction in a moment’s notice. They would make requests from out of the blue, and nothing Chris could do would prepare for the unforeseen.

During a one-on-one, Pat walked through the pipeline with Chris. In frustration Chris opened up and shared how chaotic the deals felt and how difficult it was to control the sale.

Pat laughed from personal experience knowing that the tighter you squeeze a slippery fish, the faster it slips out and back in the water. Pat said…

“Expect change, it’s the one constant in the world. Customers are never going to go the path we expect. What we should expect is the unexpected. They don’t all act alike. They don’t all have the same pains and aspirations. The best way to control a sale, is to not control it. Let each deal take its own course. Let the buyers reveal their wants and needs at their own pace and address them one by one, as they come.”

Take Action Quote

In 2013 I visited the ancient city of Ephesus in Turkey. It’s now a ruins and tourist destination excavated by archeologists Once upon a time it was a a thriving Persian sea town Between the 4th and 5th centuries BCE, there lived the Greek Philosopher named Heraclitus who loved paradox and wordplay, not unlike Lao Tze and his Tao Te Ching. Heraclitus, believed in the unity of opposites and harmony in the world. He is quoted as saying “No man ever steps in the same river twice” Why? because a river is always flowing, always moving, always changing and it’s never exactly the same at any one time. The same is true for each prospect you meet and each deal you work. Expect change, that’s true control.

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours.

You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset.

Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. 

This is a production of Habanero Media 

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

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Networking in the 21st Century on LinkedIn with David JP Fisher #395

David Fisher LinkedIn Sales

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Networking in the 21st Century on LinkedIn with David JP Fisher

David Fisher LinkedIn SalesAre you using social media to build your sales funnel? Is online networking a staple of your selling process? If not you might want to read David J.P. Fishers just published book, “Networking in the 21st Century on LinkedIn”.   In this episode we go live, and visit Dave’s book launching/anniversary party at Sketchbook brewing. Dave shares insights in networking using LinkedIn while sharing a well brewed Oktoberfest.

Just a reminder next week I’ll be announcing great changes here at Sales Babble and Habanero Media.  Stay tuned you won’t want to miss it.

LinkedIn Networking

Sellers struggle with putting themselves “out there”, be it, social media posts, email or cold phone calls. Dave recommends starting with social media. He believes it’s a digital 1st world, but not the only world.

In his new book he shares examples to bootstrap sellers. These examples includes scripts that can be crafter to mirror your personality.

Take Action Today

Be a Sales Sherpa.   Become the trusted advisor for buyers. When they are ready to shop, you will be top of mind. LinkedIn helps sellers build credibility  which is the foundation of trust

How To Find David Fisher

Dave is all over the internet ….

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

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Selling Insight with Stephen Timme and Melody Astley #394

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Selling Insight with Stephen Timme and Melody Astley #394

Salespeople know that they have minimal time to catch an E-level’s interest in a product.  Unfortunately sellers often lead with a product’s benefits, features, and bells and whistles without taking the time to analyze what might be important to the executive they are pitching to.  in this episode  Stephen Timme and Melody Astley of FinListics discuss importance of understanding the needs and desires that motivate E-levels to buy. With selling insight, you can frame a persuasive pitch mapping products to buyer desires.

Buyer Driven Selling Insight

The buying journey has changed with a SaaS based economy.  According to Melody since there are so many stakeholders, sellers need to understand how they think.  In their book they found 70% of buyers  believe the sellers don’t know their business.   They have higher expectations when buying.

Stephen and Melody have created a 7-step selling framework.

    • Find out the primary buyer goal
    • Know what’s going on in the industry
    • Look the financial KPIs executives focus on
    • Map the metrics to your solution benefits
    • Understand specific goals of stakeholders
    • Give insights value solution will bring to the organization with business cases.

Take Action Today

Adopt an executive mindset by learning how executive buyers think. Build credibility by developing financially driven points of view (don’t worry, you don’t need an MBA for this). Communicate with impact by speaking your buyer’s language enable your sales force to understand the industry they are selling in.

First tell them how, then how much.  Get into the numbers later.

  • How To Find FinListics
  • To find Dr. Stephen Timme and Melody Astley of FinListics:

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

Posted on

Who Care The Most Sell The Most with Mareo McCracken #393

Mareo McCracken

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Who Care The Most Sell The Most with Mareo McCracken #393

Mareo McCrackenWhat is the true secret if sales success?  According to our guest Mareo McCracken, the secret is caring. Caring for others, caring for results, caring for growth. According to Mareo, those who care the most, sell the most.

Why You Should Care

Mareo wrote the book   for sellers who want to learn to do sales the right way and with the most success as fast as possible. The book helps readers escape adversarial, competitive, self-destructive sales behaviors.  It does it by developing a collaborative, trust-based approach to selling in a way that builds value and trust.

Mareo shares that most sales books teach what to do.  His book teaches HOW to do it. The real differentiator in any deal is the salesperson and how they sell. He challenges sellers to help people find interest, before they show interest.  The best sales professionals inspire growth, creativity, compassion, accountability, and courage.

 

  • How To Find Mareo McCracken
  • Find Mareo here

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

Posted on

Sell Different! with Lee Salz #392

Lee Salz Sales Babble

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Sell Different! with Lee Salz #392

Lee Salz Sales Babble

 

Our guest is Lee Salz a leading sales management strategist, bestselling author and CEO of Sales  Architects.  Lee is a three times returning guest with a new book titled Sell Different! All New Sales Differentiation Strategies to Outsmart, Out Maneuver and Out sell the Competition  In this episode  we talk about the strategy side of outreach with the goal of getting your company to stand out from the rest. From the buyers point of view, all vendors look alike. Today we talk about how to beat the competition to win more deals at the prices you want.

Selling Differentiation 16 Day Prospecting

We talked about his process of using email, LinkedIn InMail, phone and texts to engage with prospects. It includes calling at different times of day, mixing of messaging, create curiosity with a cadence that seeks to find a time to connect with your prospect.

Phone Calling and Voice Mail

As in his previous books, Lee is a proponent of using the phone for cold outreach. Odds are your prospect won’t answer so leverage voice mail. Leave messages that spark intrigue; “I’m not expecting you to call me back”. 

To use this system effectively when you get in front of person in real life or on the phone ask clients and prospects advice on what to do, how to add value e.g. where they hang out, what are common industry issues.  Focus on wanting to “meet people like you”.

How To Find Lee Salz

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on: