What Bartenders Can Teach Sales People #522

What Bartenders Teach Sales People #522


Have you ever heard this quote from the stoic philosopher Epictetus? ‘We have two ears and one mouth so that we can listen twice as much as we speak.’  You probably have but way too many salespeople have never learned this lesson. Instead, as soon as there is a break in the conversation, they jump to a solution and start to pitch. And then they’re confused about why prospects don’t buy or return their calls. But consider a great bartender. They ask good questions and are more than happy to listen. Bar patrons are lonely for an empathetic ear and the same is true for your prospects. This is how bartenders build trust and a loyal following. You can do this too. Sellers can learn from bartenders by talking less and listening more. That’s the topic for today. 

Today’s Chapter: 

The Master Seller listens first
to understand
before being understood.

By asking
they receive,
creating opportunities.

Both bartender and psychologist,
the Master Seller listens.

Today’s Story

For a week, Chris worked on the new product presentation and was thrilled to meet the new prospects. Pat and Chris sat at the front of the room, excited to give the presentation. But to Chris’s surprise, that’s not what happened.

Pat kicked off the meeting by thanking the audience for the opportunity to present and then asked the prospects to restate their expectations for the meeting. This surprised Chris, since they had already had a discovery call. Pat asked about their challenges, struggles, things the prospects tried in the past, and frustrations the team was experiencing. Pat also asked about lost revenue, lost time to market, and lost hope. The conversation went on for 40 minutes.

After uncovering all the questions, it was time to share their solution. Pat went directly to the 7th slide in the presentation, talked for 10 minutes, and by the end of the conversation, the prospects agreed to pilot a test project. This was good news!

After exiting the conference room, Chris turned to Pat and said, “Wow, that didn’t go at all the way I thought it would go. We never even showed them the presentation.”

“You’re right!” said Pat, “But great sellers listen first to understand, before pitching a solution. We did that. They appreciated it, and that’s how we advanced the sale. Sometimes, all a customer is looking for is an empathetic ear. We gave them what they wanted.”

Take Action Quote

There is a myth that great sellers are great talkers. In truth, great sellers are great listeners. Excessive and verbose presentations turn off prospective buyers who desire solutions, not entertainment.

Lao Tzu wrote, “Those who know do not talk. Those who talk do not know. Close your mouth, be still. Relax. Stay out of the spotlight. Shut the doors. Smooth out the sharpness, Be at one with the Tao.”

There are limitations to canned speeches and presentations. Showing empathy and restraint in talking is the best way to understand what buyers need, and discern if you can help. You can find wisdom in silence.

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 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. 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 to 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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The Grow Fast Podcast with Mark Shriner #521

The Grow Fast Podcast with Mark Shriner #521


I had the good fortune to be a guest on Mark Shriner’s new Grow Fast Podcast. Mark and I talked about selling, Taoism, and the power of podcasting. Mark graciously gave permission to have this interview shared with the Sales Babble listeners. I’m excited to share this babbling today!

The Dao of Sales, or How to Sell without “Selling”

Mark described the interview this way “Pat Helmers is the Host of the Sales Babble Podcast. Pat is also the Founder of Habanero Media and a tech startup consultant. In this episode, Pat talks about the book he’s writing called The Dao of Sales Babble and explains how, oftentimes, it’s much more productive and rewarding, not to force sales. Instead, Pat argues, that we would do better trying to sincerely understand our prospect’s needs, and helping them to meet those needs. Mark and Pat also discuss opportunities for new podcasters and the benefits of hosting a niche podcast.”

How To Find Mark Shriner and Grow Fast Podcast

The Grow Fast Podcast talks to leading sales, marketing, and business development professionals about how companies can accelerate sales, optimize marketing, and grow their businesses fast!

The Grow Fast Podcast is brought to you by memoQ RPF, the fastest, easiest, and lowest-cost way for small and medium-sized businesses to respond to RFPs, RFIs, and other import business documents.

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 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. 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 to 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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The Perfect Apology #520

The Perfect Apology #520


We all make mistakes, it’s part of being human. The same is true in business. Companies screw up to the detriment of their customers. When this happens, it often falls on the sales professional to apologize, even if they had nothing to do with it.  How about your personal life? Have you wronged someone but struggled to say you’re sorry in a way that prompted forgiveness? Did they accept your apology?  This is the human experience where too often our egos get in the way and we refuse to admit we’re wrong. Or if we do apologize we layer on excuses to make us feel better but it does nothing to further forgiveness. What can we do, to make wrongs right? This is the topic for today, the perfect sales apology.

Today’s Chapter

I was wrong,
completely wrong.
At the time, I had my reasons
but it doesn’t change the fact
I was wrong.

How can I make this right?

Today’s Story

The company screwed up, and Chris was the first to learn it. The customer had gone ballistic and was threatening to yank the contract. There was a flurry of calls, with an entire weekend devoted to solving the issue. Now Chris was innocent and had nothing to do with the misstep. Customer service dropped the ball, creating a devastating situation. This was the first time Chris had experienced something like this. It was such a debacle. 

Pat turned to Chris and said, “I know it’s not your fault. It’s the company’s fault. But since you have the relationship with the customer, it falls on you to apologize. And there is only one way to do this – take full responsibility.”

“This stinks!” said Chris. “I guess it makes sense for me to talk to them. But what should I say?”

“Well,” said Pat, “Tell them it’s all on us. Tell them we completely missed the mark. Make sure they know they have every right to be angry with us. We’re wrong and we want to make things right. Ask them what it will take to fix this. We want to keep them as a customer and make sure other customers don’t catch wind. The company’s committed to doing what it takes to fix this. And when this is all done, put processes in place so it never happens again.”

“I got it,” said Chris, and that afternoon Chris called the client.

Take Action Quote

Instead of dwelling on past errors or passing the buck, it’s always best to take responsibility for one’s actions.

Lao Tzu wrote, “Failure is an opportunity. If you blame someone else, there is no end to the blame. Therefore, the Master fulfills their obligations and corrects their own mistakes. They do what needs to be done and demand nothing of others.”

Mistakes happen in business and it’s best to own your failures. Ben Franklin wrote, “Never ruin an apology with an excuse.” When people are wronged, they want to be heard and acknowledged. This is when a sincere and full apology can quickly diffuse a bad situation. It’s the only way to move forward.

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 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. 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 to 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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You Can’t Win Them All #519

You Can’t Win Them All #519


When it comes to selling, the importance of flexibility, gentleness, and resilience when facing adversity is often overlooked. It’s easy to get stuck on a deal and put too much energy into it due to some sunk-cost fallacy. Don’t do that!  In today’s episode, we discuss about on how rigidity and resistance lead to defeat, while flexibility and adaptability lead to victory. Next, we remind ourselves what  Tao Te Ching says about softness and weakness and how it can ultimately overcome hardness and strength. As deals come and go, Master Sellers embrace change and go with the flow with the natural course of events. Go with the flow!

Today’s Chapter: Time To Quit Selling

Some deals close.
Some not.
Some clients are loyal.
Some not.
Some problems solvable.
Some not.

Despite tenacity and persistence
you can’t win them all.

Why waste time grieving the loss?
Another opportunity awaits.

TTC #76

Today’s Story

Pat and Chris met for a midyear performance review. It had been a busy year and Chris had done some very good work. Part of the process included reviewing the year’s pipeline. The review included deals won and lost opportunities, too. Chris took responsibility for the losses. Too much responsibility thought Pat.

“I just don’t get it,” started Chris. “Look at the ADC deal. I thought for sure they would close. And how about our Max LLC client?  I can’t believe they left us! We’ve bent over backward for them time and time again. I don’t know what to say.”

Pat leaned in. “You spent a lot of time trying to get them back, didn’t you?”

“I did.”

“Maybe too much?”

“Probably.”

Pat nodded. “It’s disappointing! And it’s baffling. But if I’ve learned anything, no deal is for certain and no client remains loyal forever.  Our clients are things we can have, but not hold. We have to expect a certain amount of loss and when that happens, pivot our energy. There’s always something new around the corner. Let’s work on that.”

Take Action Quote

Lao Tzu wrote, “The stiff and unbending is the disciple of death. The gentle and yielding is the disciple of life. Thus, an army without flexibility never wins a battle. A tree that is unbending is easily broken.”

It’s been said that winners never quit, and quitters never win. But what about those who never quit and never win? This is insanity, according to Einstein; doing the same thing over and over, only to get the same result. Persistence is all well and good. But sometimes the best thing to do is to cut your losses and move to the next opportunity. The tree that bends in the wind survives the storm.

Listen here on YouTube https://www.youtube.com/watch?v=qh9nXLhO_BQ

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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The Tao of Storytelling Selling #518

The Tao of Storytelling Selling #518


Let me tell you a story. It’s not a story of lost love or intrigue. Nobody’s murdered, nor is society thrust into a dystopian future. Instead, this is a story about stories. It’s a story about showing, not telling, and selling with storytelling. Storytelling Selling. It’s a tale with both heroes and villains with adventures and drama tied into capturing the interest of prospects in a way that they identify with your fable. Today’s episode explores ways a personal story can turn prospects into heroes and, in time, loyal clients.

Today’s Chapter

A story breathes life into the unexplainable.
It flows into places where prospects are quick to reject
and think impossible.

In framing, highlight the struggle.
In sharing, go deep in the heart.
In discussing obstacles, be gentle and kind.
In speech, speak to the challenge.
In overcoming, express the joy of success.
In business, the protagonist becomes the hero.
In action, watch the timing.
until prospects see a sliver of hope.

TTC #8

Today’s Story

Chris listened in on Pat’s cold call recordings. Call after call, Pat would start telling success stories of happy clients. The stories were compelling, starting with the challenge the buyer faced, the unhappiness they experienced, what it was like rolling out the new solution, and the positive results that came. In all cases, the buyer was the hero of the story.

Tale after tale was inspirational, authentic, and persuasive.

“Are these stories real?” asked Chris. “They seem too good to be true!”

“They are!” responded Pat. “It’s heartwarming to know that we’ve been able to help so many clients and it’s fun to share the success stories. When prospects hear these tales they immediately put themselves in the story and identify with the hero. They can feel the story in their bones. It’s the story of their life.”

“Really?” said Chris, sitting up.

“Oh, yes!” replied Pat. “Sometimes a story can say in a few words what a spec sheet would take an hour. When you share an authentic story, it will resonate. Learn the stories. Make them a part of you. Pass on the wisdom that will create loyal clients.”

Take Action Quote

The Tao Te Ching “The highest good is like water. Water gives life to the ten thousand things and does not strive. It flows in places men reject and so is like the Tao.”

The same is true of stories. A story can seep into the buyer’s mind and flow to places where no amount of logic and data could ever have a chance. Draw upon your existing customer’s success as examples for new prospects. Practice sharing stories about how they came to be clients and their buying journey. Be able to tell the story both fast and slow, matching the pace of your prospect. Give them space to ask questions, especially questions prompted by the story. Once they identify with your clients, they step on the path of becoming new clients someday.

 

Listen here on YouTube https://www.youtube.com/watch?v=Z1llskepsxg

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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The Way of AI and ChatGPT in Sales #467

 The Way of AI and ChatGPT in Sales #467

Today instead of noodling on what the old master Lao Tze says about the Tao of Sales Babble we’re going to babble about a huge breakthrough this winter,   Artificial Intelligence or AI. Why? Let me make a bold statement: Not since crypto has there been a disruptive innovation at this level. In this episode we zero in on how to use AI and ChatGPT in sales.

Your Obedient ChatGPT AI Virtual Assistant

It’s been all over the news and you may have heard all about this AI stuff. Yet I’m surprised that I keep meeting people who haven’t a clue about this breakthrough. This winter I’ve been playing with these systems so I thought I would share a bit about what I’ve learned and how I’ve been applying it to sales.

ChatGPT is an AI chatbot system, similar to those little boxes on the far right bottom on websites that ask you questions but never gives you good answers.

OpenAI the company that made ChatGPT released it to show off and test what a very large, powerful AI system can accomplish. You can ask it countless questions and often will get an answer that’s useful.

So how does it work? ChatGPT is a state-of-the-art natural language processing (NLP) model developed by OpenAI that can generate human-like responses to text-based inputs. NLP is a field of AI that focuses on teaching computers to understand human language and respond appropriately.  It uses predictive analytics just like a fortune teller, but for data. It looks at historical data and tries to predict what’s going to happen in the future.

Take Action Quote

Lao Tze said

If you realize that all things change, there is nothing you will try to hold on to. If you are not afraid of dying, there is nothing you cannot achieve.

Links For You AI ChatGPT for Sales

TRY IT OUT TODAY http://openai.com 

 

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 Dispel Anger with Difficult Prospects #466

How to Dispel Anger with Difficult Prospects #466

Have you ever wanted to throttle a prospect despite the fact you know it would kill the deal? And then luckily you found some composure and  decided to hide from them rather than to become one of them?  That’s not a solution. The entire science of selling is based around finding an agreement on an exchange of value. Pissing off your prospects is the surest path to pissing away your career! So what’s a seller to do when dealing with  difficult prospects? That’s the topic for today.

Today’s Chapter: Defusing Difficult Prospects

The Master Seller has no mind of their own.
They are aware of the needs of prospects.

They are good to prospects that treat them well.
They are also good to prospects that don’t treat them well.

They shed rude comments
like a duck sheds water

Humble they are a good neighbor,
Optimistic like a child.
In time prospects look and listen.

Today’s Story

From the grapevine Pat heard some disturbing news about one of Chris’s accounts. Pat immediately called, 

“I heard you got angry with one of the decision makers and some harsh words were exchanged. Is that right?”

Chris hesitated “Yes, but they had it coming. They’ve got  no idea what they’re doing and they don’t appreciate all I’ve done for them.”.

Head shaking Pat responded “Look, we need to treat everyone with respect no matter how nice or rude they are. And not because it may blow up in social media or put a deal in jeopardy but because it’s our responsibility to be humble and help. Our job is to let prospects become aware of our products and accept that it may take awhile for them to find value. Getting angry helps no one. 

Chris shrugged “You have no idea how dumb these people are”.

“Maybe so” said Pat “But I do know this, holding on to anger is like grasping a hot coal with the intent of throwing it at someone else; you are the one who gets burned. As Gandhi said to lose patience is to lose the battle.”

Take Action Quote

I get this can be hard at times. When you put your shoulder to the wheel and all you get is a cold shoulder, you take it personal. But it’s not personal. 

“When people are rude to you, they reveal who they are, not who you are.”- Anon 

It’s for us to be a good citizen who isn’t afraid to lend a shovel to the next door neighbor who’s excited to plant a spring garden. Sure they may soon ask to borrow a hoe and a rake and before you know it your garage is empty and tidy for the first time in years. Meanwhile your neighbor is harvesting a bumper crop of Rutger  tomatoes. When your generous and patient people start to trust and yes, they may start asking to borrow your lawn mower. But more importantly when you offer some advice and wisdom, they’ll be ready to listen.

As sellers, the sooner you wake up to this fact, the less anxiety you’ll experience when dealing with difficult prospects. The take away here is to not get  angry, but to get neighborly.

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 Overcome The Gatekeeper #455

How to Overcome The Gatekeeper #455

When  B2B selling you’re often calling on large organizations that by design make it hard to connect with an executive, or figure out who’s the right person to talk to. Sometimes these companies have administrative assistants tasked as gatekeepers/ They do everything in their power to stop sales people from talking to their boss. What’s a seller to do? Taoism teaches that the harder one tries, the more resistance one creates for oneself, and the harder things become. This is quite a conundrum. So what can we do to soften the hardest of gatekeepers? That’s the topic for today.

Today’s Chapter:  Overcoming the Gatekeeper

Water is soft to touch
Yet can overcome the hardest of granite
An authentic desire to help
Can overcome the hardest Gatekeeper.

I was in the area.
Thought I would stop by.
Here is some information, you may find of value.
Would you like to learn more?

Not pushing, not bullying,
not rushing the moment.
A genuine desire to help and befriend
Opens doors to opportunities.
Lest the listener gets bored.

Today’s Story

Towards the end of the day Chris knocked on Pat’s door. “I wonder if I can pick your brain?” asked Chris. “Sure” said Pat. Chris smiled and said “I appreciate the opportunity to work these larger deals but they all have assistants and I can’t get through to the decision maker. What am I to do?”

Pat nodded. “I know this sounds hard but it’s not. Some gatekeepers are defensive, some not. Just remember they are all people. If you’ve left a number of unreturned messages, ask their advice on when it’s best to call. Ask their advice on who’s the best person to call. Treat them like the boss, ask the qualifying questions, they often know the answers. Heck sometimes they are the decision maker. 

Chris asked “So what’s the mindset I should have?”

Pat replied “Be a floating log in the river, you go farther going with the flow, then try to paddle upstream. Put yourself in the place of the gatekeeper, embrace who they are and respond in kind”

Take Action Quote

Some gatekeepers are on power trips. It’s tough to get around them. I know. But with patience and when you interact with complete respect, you can turn around the hardest of Gatekeeper. Abraham Lincoln said.

“If you wish to win a man over to your ideas, first make him your friend.”

This lesson is essential in all selling situations. When you can turn strangers into friends, even gatekeepers,  with respect and patience anything is possible.

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

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 a Great Sales Presentation is Like a Fine Meal #454

How a Great Sales Presentation is Like a Fine Meal #454

The Tao Te Ching says that in order to be light on your feet you need a steady mind. That’s what it takes to entertain guests during this holiday season. Right? A lot can go wrong, but it can be dealt with when you expect problems.  The same is true during a sales call.  Adept sellers are proficient at  juggling a number of balls at once. Each presentation is a full course meal. You don’t want to serve up too much of any one dish during the meal. It takes balance and patience. That’s the topic for today, how a great sales presentation is like a fine meal.

Today’s Chapter:  Client Meal

Mindful of your dress
Choose your dinnerware carefully.

When making your pitch
Spoon feed the details slowly.

Table any issues
You can’t address to completion.

Cut your pitch
Into bite size amounts.

Be careful not to have the horse
Follow the ala carte.

And when you come to a fork in the conversation,
Pick it up
Lest the listener gets bored.

Today’s Story

On Monday Chris asked Pat “How was your holiday? When we talked last week you were a bit worried” Pat let out a long breath and said “It was a bit rocky. But that’s family. Right? The food was great but there were moments of sniping about politics, sibling rivalry and past mistakes dug up. I was more interested in the families and how everyone is doing. But it kept going off the rails. I regret I didn’t take the fork in the road”  

“What do you mean by that?” Queried Chris, 

Pat said “It’s like making a pitch. It takes a lot of work to plan a quality presentation, just like a great feast. But sometimes prospects sabotage the presentation by going off tangent on controversial topics. The seller needs to be the grownup in the room. Sellers need to  steer the conversation back on course. I had an opportunity to take the fork in the road. I didn’t and

Take Action Quote

Yogi Beara, the major league baseball catcher, manager and coach  was known for his impromptu comments, malapropisms, and witticisms. Yogi once said

“When you come to a fork in the road, take it.”

This alludes to the importance of mindfulness and opportunity because it’s easy to fall into a rut of habit. Buyers can pick up on these things and when that happens  and you become a commodity. That’s not good. To further the restaurant metaphor, Yogi Beara also said that

“Nobody goes there anymore. It’s too crowded.”

That is the challenge of branding, to differentiate yourself from the rest, or nobody’s going to go there anymore. Value and ROI, that’s the ticket for a successful and  great sales presentation. 

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

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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Lessons To Be Learned From Lost Deals #453

Lessons To Be Learned From Lost Deals #453

Excuse me if I sound muffled. My head is in a fog. Last week, just before the Thanksgiving holiday I tested positive for Covid. At first I thought it was allergies, or a cold. But no, it’s this. I must have contracted in Las Vegas where I attended MJ Biz. I guess this is the exception to the rule that what happens in Vegas stays in Vegas. No, it hopped on the plane and traveled to Chicago. With that said it’s been a quiet and private holiday. Just myself and Denise, hot tea and the Tao Te Ching. Today we discuss how to take lessons from lost deals. All the world is our tutor, don’t you know?

Today’s Chapter:  Lost Deals Are Tutors

Sales is a process of becoming.
Like budding trees in spring
They are in constant flux.
Shaped by deals both won and lost.

While others elect to stay the same
The Master Seller knows this is folly,
From the death of a purchase
They learn from past mistakes
See lost deals as tutors
For new deals yet to come.

Trusting in the process,
They approach prospects like a newborn
Buyers see the sellers as honest;
A vendor here to help.

Today’s Story

On the phone Pat called Chris and said “I just heard the bad news. So sorry the deal fell through”.  “Thanks” said Chris. “I appreciate you reaching out. It hurt! But to be honest I wasn’t surprised. Remember all those caveats they had in the contract? I knew, something was amiss” “Yes, my thoughts exactly” said Pat

Chris went on “I guess they never fully shared their concerns”. “Not so much that” Said Pat “they never fully trusted us”. Or maybe” responded Chris “They never fully trusted themselves. You know I don’t know what they really want.  I bet that’s the lesson for next time.”

“I like this insight. You’re right,” said Pat “That is the lesson”.

Take Action Quote

The Los Angeles Lakers basketball phenom Lebron James has repeatedly said

“You have to be able to accept failure to get better.”

Every conversation, every relationship, every prospect, client and customer is your tutor. Everyone has something to teach you: how to be a better sales professional or at the very least what not to do. In chapter 48 the Tao Te Ching it says

“In pursuit of knowledge, every day something is added. In the practice of the Tao, every day something is dropped.”

This applies to selling too. Life and selling is in continual change. Be awake to it. 

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

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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