Category: sales process steps

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How to Let the Sale Sell Itself #510

Self Checkout

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How to Let the Sale Sell Itself #510

Self Checkout Sell YourselfDo you struggle with closing prospects? Unsure what to say to advance the sale? Sellers often face the challenge of knowing when and how to close a deal. You may have no problem demonstrating the product or describing the service. But when it comes to asking for the sale and doing so elegantly and not sounding pushy, that takes skill. But does it? What if we could get buyers to sell themselves? How can you let the sale unfold itself, that’s the topic for today. 

 

Today’s Chapter:  Let The Sale Sell Itself

Like a flashlight in the dark
The Master Seller sheds light on solutions.

By asking, the buyer reflects.
With reflection comes understanding.
With understanding comes awareness
and the decision to purchase.

Do you have the patience to wait
until the mud settles and the water is clear?
Can you hold still until events have unfolded?

When you act without expectation,
great things can be accomplished.

Today’s Story

During the sales call, Chris methodically explained all the features, describing them patiently, one by one.  After a while, Lee’s questions slowed yet it was unclear where Lee stood. Chris was unsure how to proceed and looked over to catch Pat’s eye.

Pat looked at Lee and spoke up.  “If I understand you correctly this solution will raise the quality of your product by 8% while cutting production time 50%. Right? What would you do with those savings?” 

Lee paused, looked upward, and said “I guess we would use the savings to expand the new product line…” Lee then talked at length about the possibilities given the increased savings. It was soon clear Lee was ready to buy. 

Pat closed the deal by saying, “I see what you mean, this solution really is a good fit. Do you want to get this started next week?”

With that said, the deal was closed.

Take Action Quote

The post-impressionist painter  Paul Cezanne said, “Time and reflection change the sight little by little ’til we come to understand.” The same is true of prospects. Nurture their decision-making to reflect on the opportunity you provide. If it meets their needs, the buyers sell themselves. This is wu-wei, effortless action. 

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

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How To Advance the Sale – Step by Step #503

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How To Advance the Sale – Step by Step #503

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Ever notice how after a sales call, it feels like the deal is moving at the speed of a glacier melt? I mean, who knew closing deals was like waiting for paint to dry? In today’s episode, we’re diving into the thrilling world of why deals move slower than a tortoise with a GPS glitch. Let’s crack the code on the sales process, the buying process, and the intricate dance of advancing the sale, all with the ultimate goal of closing – well, maybe not today but someday

Today’s Chapter: Advancing the Sale

Questions lead to sharing.
Sharing leads to an appointment.
Appointment leads to possibility.
Possibility leads to belief.
Belief leads to a quote.
Quote leads to purchase.

The largest of sales begins with a response to the smallest of acts.
This is called advancing the sale.

Today’s Story

At the end of the sales appointment, Pat and Chris thanked their hosts and walked out of the building across the parking lot, chatting about the weather and remarking on the beautiful day. When out of earshot  Pat asked Chris, “So how do you think it went?” 

“I don’t know.” responded Chris, “They seem interested, but are guarded. I was hoping they would agree to buy but it’s clear, they’re not ready.”

“I agree,” said Pat “but we did advance the sale. I like that they asked about references and are particularly focused on our new features. We’ve got our homework to do but we’re still in the game.”

Chris asked, “So you don’t think they’re just being nice and don’t want to say  they’re not interested?”  “Not all,” said Pat. “ The longer we stay in dialogue, the more likely they will buy. Today we advanced the sale and that’s a good day of work.”

Take Action Quote

Sales professionals are not order-takers. If buying your product was easy you only need an online order form to watch the sales roll in.   But that doesn’t work for complex products and services. Prospects need help making a buying decision, but it takes time and patience. Lao Tzu wrote, “The journey of a thousand miles starts with a single step.” The same is true in sales. If you can advance the sale one step, count it as a win. You’ve done your job. 

 

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What is The Tao of Sales Babble #493

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What is The Tao of Sales Babble #493

Each week we apply the Taoist philosophy to some aspect of sales. We may talk about prospecting, qualifying, and closing, and share some practical Taoist examples using little parables involving Pat, Chris, and Lee. I’m unusually fascinated by this topic, a bit of a fanatic,  and have coined this topic the Tao of Sales Babble. Why babble? To quote Lao Tzu, “Sincere words are not fine; Fine words are not sincere.” Lao Tzu taught that understanding and wisdom do not necessarily rely on eloquent or elaborate speech. When it comes to sales, there is a plethora of babble about selling, and most of it is negative. I believe true wisdom comes from sincerity and a deeper connection to the fundamental truths. That’s what I call the Tao of Sales Babble. Today let’s babble about those fundamental truths. 

Today’s Chapter –  Tao of Sales Babble

The Tao of Sales Babble is the center of all selling.
the seasoned seller’s treasure,
the new seller’s refuge.

Honors can be won with fine pitches
Respect can be earned by exceeding quota.
But the Tao of Sales Babble is for everyone,
not just the rich and powerful.

Don’t offer the new leader,
Platitudes and praise,
Offer the the Tao of Sales Babble.
Its wisdom never runs out.

Why is it respected? Because it works.
You can always find what you need in it.
When you make a mistake, it’s forgiven.
Trouble never finds you.

Today’s  Story –

The new boss, Pat,  started today. Chris had heard that Pat had a storied career and held company records for the number of closed sales and revenue dollars. Given Pat’s record Chris assumed Pat was another hard-charging sales manager, bent on being the best, and richest. 

“It’s great to meet you, Chris,” Pat started.  “I‘d like to learn all about you, what you’re working on, and your expectations for the year. Do you have a sales philosophy? What is it?”

Chris took in a deep breath and considered pivoting by complimenting Pat and repeating back all the accolades that had been shared on Pat’s bio. But as a  devotee of the Tao of Sales Babble Chris took a different path. 

“I think it’s best to take each deal as it comes and let the buyers dictate the pace and scale. Strong arming prospects into buying never works. It’s best to have a full sales funnel and let the deals work at their own schedule. That’s how I’ve found success.”

Pat smiled when hearing this. It was unexpected. With a lowered voice Pat said, “Chris, I think you and I are going to get along very well.”

Take Action Quote

Lao Tzu says,

All streams flow to the sea because it is lower than they are. Humility gives it its power. If you want to govern the people, you must place yourself below them. If you want to lead the people, you must learn how to follow them.

This is what it means to be a good boss. The Tao of Sales Babble is for all sellers. It has a feel that’s egalitarian. It doesn’t lord over anyone. The Tao of Sales Babble is instinctual. once you know it, you know what to do.   It cannot be put into words, but we do what we can on this podcast. 

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How to Connect with Pat Helmers at Sales Babble

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

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

Got a Question?

Does 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, or if you can’t wait chat with 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 Use Humor to Win at Sales #445

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How to Use Humor to Win at Sales #445

Yesterday I cut my finger chopping cheese, but I think that I may have greater problems. That’s a pun, a play on words.  When it comes to selling, a little bit of humor can go a long way building rapport with your prospects. But humor is touchy. If you say the wrong thing, it’s like stepping on the third rail. It can kill a deal. This is the topic for today. How to use jokes to win a deal.

Today’s Chapter: Selling with Humor

What is black
and white
and red all over?

The Tao of Sales Babble

Bearing gifts of amusement
Brightening the buyers day
Finding common absurdities in life,
Laughing out those absurdities.

The Master Seller
Generates trust with fun.

Today’s Story

Pat and Chris were on a sales call with Lee’s company for nearly an hour. Chris was taking the lead and doing a good job but the prospect was reluctant to go forward.  They agreed that Chris’s solution would solve most of their challenges but they had been burned once before by a vendor and Lee certainly didn’t want to repeat that experience! 

Pat had been quiet but decided to speak up. “A lady walked down the street and saw the perfect dress in the window. She stepped into the boutique and asked the sales lady “May I try on that cute dress in the window?” The sales lady replied; “Sure, but wouldn’t you be more comfortable in a dressing room?”

Everyone on the call laughed. The joke created a pause in the tension. Pat then went on to say “What makes us different from the competition is our experience serving companies like yours. Like the dress sales lady, we have a good idea what you really mean when you speak. We listen”.

Lee sat back and nodded. In 20 minutes, Chris closed the deal and winked at Pat, a good days work done.

Take Action Quote

Joke telling has mostly gone out of style in business. It’s too easy to offend someone given that many jokes belittle someone and when selling to a large group you might step into some doo doo. There are three types of prospects in the world. Those who get the joke and those who don’t. 

But I think if you’re careful you can use humor to build rapport. I love the  subreddit r/dadjokes. It’s a great resource for sweet, clean, relevant and funny puns that make sellers human. It’s not about memorizing and repeating, but listening and finding funny connections that will make people chuckle. But at the same time why do thieves have a hard time understanding puns?
Because they take things literally! Do you? 

“Puns are the highest form of literature.”
― Alfred Hitchcock

Look, there’s a fine line between a numerator and a denominator. Only a fraction of people will find this funny. So be careful what you say, but not too careful. Be human.

For jokes about sales go here. But be careful who you repeat these too.

 

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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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Sales Assumptions That Are Just Plain Wrong #444

sales babble snow

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Sales Assumptions That Are Just  Plain Wrong #444

sales babble snowI’m assuming you’ve decided to listen to this episode to grow your sales skills. I’m also assuming it’s  based on my babbling and some musings I have on an ancient Chinese philosopher. But I shouldn’t make that assumption. We should  never over assume because we’re often wrong! Let’s explore this idea today about sales assumptions that are just plain wrong.

Today’s Chapter: The Perils of Assumption

Not assuming a prospect’s desires
is strength.
Knowing what’s good for them
is weak.

Taking for granted and presuming
instills weakness

Awake, the Master Seller knows the cure
Is finding solutions that match needs
Fully conscious
They know prospects are as unique as snowflakes
Each with their own individual struggles and frustrations.

Today’s Story

Chris and Pat sat at the table with Lee, a new prospect in a new territory, with Chris taking the lead on the conversation. Pat had heard some grumblings about Chris being a bit pushy and assuming. Pat  wanted to get an unfiltered first hand view. Towards the beginning Lee shared one challenge they faced and soon  Chris immediately started  sharing solutions and products that were sure to solve Lee’s problems. Pat was skeptical. Lee too! 

“Let’s slow this down Chris”, said Pat “I have a few questions for Lee.” Chris was caught off guard by the interruption and looked it! Pat continued to ask Lee more questions and after an hour it was clear that what Lee needed, Pat and Chris couldn’t provide. They all shook hands and parted goodbyes. 

After the call Chris was angry “Why did you interrupt me? I think we could have closed Lee!”.  “True” said Pat “but that’s not what Lee really needs. Lee needs a solution we’ve been thinking about adding. But as of now, we don’t have it. It would have been unethical to sell Lee on something that doesn’t help their organization. We should never presume we know what’s best for our clients. IT’s for them to tell us what they need. We are only guides, with a narrow set of answers

Take Action Quote

On February 16th, 1973 the actor Tony Randall shared a line on the “The Odd Couple” a television show based on the play by Neil Simon. Felix Unger, the character played by Randall, was in a courtroom scene cross examining witness who said she “just assumed” and Felix in response quickly wrote on a chalkboard the word ASSUME and said

“Never Assume because if you do you make an Ass out of U and Me”

This is a case where television makes a generational cliche that becomes an eternal proverb. You’re probably familiar with this quote. It’s also true in sales! Let’s stop knowing what’s best for our customers until we have an open conversation. Never assume you know what’s good for them

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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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Three Steps to Quickly Build Credibility #433

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Three Steps to Quickly Build Credibility #433


Have you ever been in a conversation where people are casually trashing the sales profession and people forget that that’s what you do for a living! Exasperating right? Given the tarnished reputation of sellers by our culture, this creates a special challenge  when working with prospects and break through their skepticism and build trust. How do we do that? How can we show that our products and services look like credible solutions to real life problems? That’s the topic for today.

Today’s Chapter: Three Stages of Credibility

Considered a stranger
The buyer is quick to judge the seller.
From dress, to speech,
from handshake to eye contact
Credibility starts.

Considered an unknown
The buyer measures the company.
From experience, to brochures,
From references , to network
Credibility proceeds.

Considered a possible solution
The buyer vets the product.
From ease of use, to flexibility,
From meeting specs, to cost
Credibility is cemented.

Seller, company and product,
This is the three-fold path to credibility.

Today’s Story

Pat listened in on a few outreach calls. Dial after dial Chris started to explain the benefits of the company’s flagship product but far too often, the prospects quickly became skeptical and ended the call. 

At the end of the morning Pat pulled Chris aside and shared some insights. “This is the thing” Pat started “I appreciate that you’ve learned all about the features and first speak to benefits. But you’re missing two important steps”.  “What’s that?” Chris asked eagerly since any advice that accelerated the call ratio would be much appreciated. 

Well” said Pat, ”You first need to sell you, then the company and then the product”. “Sell me?” Chris asked quizzically ”What do you mean by that?” 

Pat explained, “If people don’t trust you, they won’t trust what you say. Credibility starts with you, personally. Then the credibility of the company comes into play, especially when you sell services like we do. People want to make sure we’re not charlatans looking for a quick transaction. Once they trust you and the company, then the credibility of the products comes next. This is the order to build trust: first  the seller, then the company and lastly the product. This is the path of success.”

Take Action Quote

To be persuasive we must be believable; to be believable we must be credible; credible we must be truthful. That’s a quote from the journalist Edward R. Murrow. Morrow was trusted for his reporting over the 1940s through the 60s including the second world war and the Joseph McCarthy censor hearings. Morrow deeply believed that trust is the start of any relationship. As sellers that ‘s where we start, that is square one.

I’m often surprised how much of a sale hinges on feelings and emotion vs logic and business plans. That stuff comes later, but credibility is how we earn the opportunity to play the game and step up to bat. Trust me, start at trust

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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 Advance the Sale #414

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How To Advance the Sale #414

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Have you ever been on a sales call and after you hang up  it seems like the deal is going excruciatingly slow? Like a glacier melt? Well…. you’re not the only one which is why on today’s episode I address why deals don’t move faster by better understanding the sales process, the buying process and the strategy of what it means to advance the sale with the aim to close someday, but not today. 

Today’s Chapter: Advance the Sale

Questions leads to sharing
Sharing leads to appointment
Appointment leads to possibility
Possibility leads to belief
Belief leads to a quote
Quote leads to purchase.

The largest of sales begin with a response to the smallest of acts.
This is called advancing the sale.

Today’s Story

Pat and Chris left the sales call and walked out to the parking lot. They chatted about the weather and what a nice day it turned out to be. When they got to the car, they were out of earshot from the office. It was then when Pat spoke, “So how do you think it went?”  “I don’t know” responded Chris, “they seemed interested, but guarded. I was hoping they would agree to buy but it was clear, they weren’t ready.”

“I agree” said Pat “ but we did advance the sale. I like that they asked about some of our existing clients and they were particularly focused on our new features. We’ve got our homework to do but we’re still in the game.”

“You don’t think they’re just too nice to say they don’t want to buy?” asked Chris”  “Not all” said Pat “ What I’ve found is the more we meet the higher the likelihood they will buy. Today we’ve advanced the sale and that’s a good day of work.

Take Action Quote

This reminds me of the quote from Frederick Douglas, the former slave and abolitionist who said “If there is no struggle, there is no progress”.   We’re sales professionals. We’re, not order takers. If buying your product was easy you would only need to put a order form on your website and watch the sales roll in.   But that doesn’t work for expensive and complex products and services. That’s not what we do. There is a process to buying and if you quit the process you will quit the result. Count it a win if you can advance the sale. When you do, you’ve done your job.

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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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Buyer Centered Selling with Tom Williams #384

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Buyer Centered Selling with Tom Williams #384

Who’s the got the money?  Who’s got the pain, the problem or the aching desire to be fulfilled? In short, it’s the buyer. Yet in the industry of sales, the focus is always on what the “sellers” should be doing, how the seller should act, how the seller needs to be resilient and tough and tenacious and have a mindset that never gives up.  But today’s guest, Tom Williams has a different take on this. He believes that we should adopt Buyer Centered Selling and start to focus our energies on how buyers buy versus how sellers sell. He believes we should let the buyers take control of the sale, to follow their lead and mitigate the risk of choosing something new. Our greatest competitor is the status quo. By taking Tom’s approach we can find solutions that are a win for both the seller AND the buyer.

Dump your sales process and adopt a buyer centered process.

Buyer-Centered Selling

Buyer-Centered Selling provides sellers strategies and tactics that help the buyer address eleven dilemmas likely to slow and obstruct the buying process. Tom shares that buying and selling are inextricably connected in their focus on helping the customer buy.

Without the collaborative efforts of both seller and buyer, many buying processes are doomed by lethargy, fear and eroding internal support from the buying community. By focusing too much on the seller, it leads to bad behaviors in hopes of “closing a deal” vs solving a buyer centric problem.

Take Action Advice

There is risk in any buying decision. It’s the sellers responsibility to uncover those factors and craft solutions that address all concerns. If you can do that, you can close deals.

How To Find Tom Williams

Tom’s book, Buyer Centered Selling is available on Amazon https://amzn.to/2kq7xwc and  https://amzn.to/2LJ057j and in bookstores worldwide  

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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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Go For No with Andrea Waltz #343

Andrea Waltz Go For No

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Go For No with Andrea Waltz #343

Andrea Waltz Go For NoIn this episode we meet author Andrea Waltz. Andrea is the  co-founder of Courage Crafters, Inc. and co-author of the best-selling book, Go for No! Yes is the Destination, No is How You Get There.  Andrea teaches people in virtually every business and industry how to think and feel differently about failure, rejection and the word, NO!

Now is the time to get over those feelings of rejection. Realize that you can’t get to Yes unless you hear a few no’s.

Why Go For No?

Too often sellers fear rejection. This is very human. Sellers personalize negativity when they hear it. However, you can’t get to Yes unless you’re willing to take action and hear many Nos. The more No’s you hear, the more Yes’s you will hear.

This is not what Robocallers do. This is far more personal. For example, Andrea shared a story about a clothier who only responded to yes’s. He never took the extra step to solicit a no. As such, he left money on the table.

Get over your fear. Be OK with the reality that customers have issues and circumstances. Persistence and tenacity wins over time.

Know this!

Many No’s are actually No Not Now. When the time is right to ask for the sale, go for a simple close: “Are you ready to do this today?”

Take Action for  Go For No

What you can do this week”

    • First create a “no” awareness
    • Ask yourself “am I hearing no enough?”
    • Go out of your way this week to hear a few extra No’s

How To Find Andrea Waltz

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.

Past Episodes

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:

 

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Build a Sales Estimating Process That Works with Marcel Petitpas #336

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Build a Sales Estimating Process That Works with Marcel Petitpas #336

Have you ever earned a new customer that actually cost your business in the long run? Your ability to predict success for a service industry is dependent on your skills to estimate accurately.  Too often businesses fail to have a profit centered process when selling.  Yes sellers are able to close deals, but sadly too often these deals don’t pay the bills.  According to our guest Marcel Petipas, revenue is a liability unless you make a profit. In this episode Marcel shares his sales estimating process for making solid estimations that add to the bottomline.

Fixing a Broken Sales Estimating Process

The way to fix a broken sales estimating process is to:

    • Have a strong pipeline.
    • Be able to say no if a deal is not a good fit.
    • Create a standardized estimation process for quotes.
    • Evaluate every deal when the project is complete.
    • Ask the question “what was the profit margin?”
    • Use the results and create a feed back loop to improves the sales estimating process.
    • During each audit look at project management, process management and account management processes.
    • Collect data but focus on what’s important and avoid unnecessary detailed data.

Profit Focused Sales Estimating Process

Too often businesses take on any project just to keep an inflow of work. This attitude is suicide for a business. Instead create a sales estimating process that works, one that’s profit focused. Provide quotes and bids with profits built in that enrich the organization.

How To Find Marcel Petitpas

You can find ParaKeeto here parakeeto.com

If you want to connect with Marcel directly marcel at parakeeto.com

      

Thank Our Sponsor Sharetivity

 

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker. One click personalization.

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.

Past Episodes Sales Estimating Process

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: