Category: building rapport in sales

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Lessons To Be Learned From Lost Deals #453

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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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Empathy is the Key to Sales #446

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Empathy is the Key to Sales #446

Sometimes it’s dangerous to have a hunter mentality where you think of prospects as game and you the hunter. This kind of competitiveness may get in the way of empathy. Once upon a time, a sales guy may have gotten away with bullying a prospect into buying. But those days are gone, the internet destroyed that. Customers have choices. There is more competition  and what buyers truly desire, is to have someone take away their problems. When prospects get a sense that you care, they will trust that you may have the solution. Maybe not all of life’s troubles. But maybe a few of them. Empathy is the Key to sales. That’s our topic for today

Today’s Chapter:  Empathy

If you want to earn trust
You must listen,
If you want to earn faith
You must empathize with distress,
If you want to earn loyalty
You must desire to alleviate pain.

Repeated sales are the fruit of repeated compassion.
This key opens doors.

Today’s Story

As Chris qualified a prospect, Pat listened in on the call. After 10 minutes it was clear that Lee checked off all the boxes. But when Chris started to explain the product’s benefits, Lee seemed bored. Pat heard this and texted Chris “ask about the ramifications of the pain”.  Chris immediately pivoted the conversation and asked Lee how the problem affected their business.  Lee gave a lengthy explanation on issues with profit and slipped schedules. 

Pat then texted “think empathy and compassion”.  Chris ran with this and commented “Wow Lee, that’s got to be painful. How long has this been going on?” Lee sat straight and went into a lengthy explanation and it was soon clear, Lee would eventually become a new client.

 “Good job” said Pat “you really turned that one around”.  “Thanks Pat” responded Chris. “It was a team effort”. 

Take Action Quote

You may have heard me say this before but this joke never gets old “Sincerity is everything, once you can fake that, the world is yours”. But what makes this funny is it’s a lie. People can smell out fake compassion and empathy. If you really care about people, prospects can tell. Once they know you care, they will stop shopping. They KNOW nothing is perfect, but once you win their loyalty, they know you’ll make any issue, right. Care for your customers, and they will care for you. Empathy is the key to sales. 

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 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 Close a Sale #439

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How to Close a Sale #439


What’s the most difficult part of a sale?  Through the years I’ve had numerous listeners tell me it’s “Closing.” People think that closing is hard and getting a prospect to put their name on a signed contract is a monumental task. Plus, people say it takes an assertive winner takes all attitude.  That’s not how it works with a Taoist perspective. I must confess, there is a certain truth to the idea of ABC Always Be Closing. If you start the selling process out right with the intention of helping your prospects, and you advance the sale by patiently answering every question the buyer asks, customers will close themselves. This is wu-wei in action. That’s the topic for today.

Today’s Chapter: Advancing the Close

With each question
Comes an answer
The Master Seller
Advances closer
Step by step
Slowly finding common ground.

Today’s Story

Lee had listened attentively to Pat and Chris’s presentation as they walked through the list of wants, needs and company desires and Chris explained how their product addressed each item. In the conversation there was a lot of back and forth. By the end of the sales call both parties had a much better understanding of the challenges Lee faced.

As the conversation wound down, Pat kept waiting and waiting for Chris to close the deal, Soon it would be too late so Pat spoke up. “From what I understand it sounds like we have addressed most of your needs, correct?” Lee nodded “yes, accept for the magna feature and you said that would be available first quarter next year, right?”  “That’s right!” said Pat “but it sounds like you don’t need it right now, right?” “Correct” said Lee, Pat went on “so it sounds like if you installed our product into your facility it would work for you, right? “ Yes”, agreed Lee. 

Chris sat quietly, following the conversation like it was a tennis match. 

Pat went one “so if we wanted to start on the roll out next month, who would be taking the lead on that in your facility?” Lee looked up and to the right, paused and said. “Oh that would be Sam”.  “Great” said Pat and with effortless action, the conversation turned to the contract, pricing and the schedule in a very natural manner. Without a hard yes, the deal was won..

Afterwards Chris told Pat, “thanks for kicking off the close. I couldn’t figure out how to get started”. “ No problem” said Pat. “It’s actually easy when you’ve done the start of the sale correctly. You answered all their questions and had already talked about schedule and pricing. All we needed was for them to agree to get started. The deal closed itself.

Take Action Quote

I’m reminded of a quote by Seth Godin that says

“Don’t find customers for your products. Find products for your customers.”

Every answered question advance you closer to understanding if you can help your prospect. When selling is done right, both parties come to an agreement that a deal should be made. Closing isn’t’ about learning scripts and tricking people into saying yes. Closing is about advancing closer to a solution, a solution that works for the buyer.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!

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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What Bartenders and Therapists Can Teach Sales People #437

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What Bartenders and Therapists Can Teach Sales People #437


A research study at West Virginia university studied bartenders to “elucidate how bartenders define themselves, their work, and their occupation as a whole. “ Of course the craft of making cocktails was of high concern but so was customer service skills, time management, memory and situational awareness. Skilled  bartenders are great listeners which in turn  build trust and loyalty with patrons. Just like therapists, they display empathy.  The same is true for sellers. How?  Let’s listen and find out what therapists can teach sales people.

Today’s Chapter: Understand Before Being Understood

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

Chris had worked on the new product presentation for a week and was excited to get it front of a prospective client. The day came when Pat and Chris sat at the front of the conference table, excited to share with the prospects. But Chris was surprised that’s not what happened. 

Pat kicked off the meeting by thanking the audience for taking time to meet, but then asked them to restate what they are looking to get out of the meeting. Chris was surprised since they had already covered that on a phone call a couple weeks ago. Pat went on to ask about their challenges, struggles, things they tried in the past, frustrations the team was experiencing, lost revenue and lost time to market. This went on for 40 minutes. When it came time to share their solution. They went directly to the 7th slide page, talked for 10 minutes and by the end of the conversation they agreed to take the next steps to start a pilot test project. Good news.

Afterwards Chris goes to Pat “But we never even showed them the presentation?” “True” said Pat, “but great sellers listen first to understand before pitching a solution. We did that, they appreciated it, and that’s how we got the sale to advance. Sometimes all a customer is looking for is a therapist. We gave them what they wanted.”

Take Action Quote

The stoic philosopher Epictetus said ‘We have two ears and one mouth so that we can listen twice as much as we speak.’  This is even more true for sales professionals. The best way to know what a buyer is thinking is to ask them. Most people will tell you everything about the troubles in their lives if you’re willing to listen. To know what a buyer wants is the key to framing your products and services when you present. Stop guessing what people want and assuming you have the solution to all life’s problems. Instead be the bartender and ask “How’s it going?”

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!

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 Perfect Sales Apology #436

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The Perfect Sales Apology #436


Have you ever wronged someone but struggled to say your sorry in a way that prompted forgiveness from the person you wronged? Have you had that happen to you in business? Without doubt I’m certain you have!  Because we all make mistakes. We all do things that benefit us more than others. This is the human experience. But far too often our egos get in the way and we refuse to admit we’re wrong. Or if we do, 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: Time To Quit Selling

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 and the entire weekend was devoted to solving the issue. Chris was innocent and had nothing to do with the misstep. It was all on customer service who dropped the ball, creating a devastating situation. This was the first time Chris had experienced something like this. It was such a debacle. 

But Pat put Chris at ease.“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 – fully take responsibility.”

“I guess I can see that,” said Chris. “I guess it makes sense for me to talk to them. But what should I say?”

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

Take Action Quote

I recall one time I had a customer who was constantly complaining our system was not working right yet we couldn’t see any issues on our end. After going back and forth for two weeks one of the engineers discovered there was an odd instance that only affected THAT customer. It was devastating and I apologized profusely and to make it right, gave them an entire year of service for free in hopes that come time to renewal it would all be forgotten. It worked! But at the time it was an extremely painful experience. By taking full responsibility, we retained a client. 

Ben Franklin wrote “Never ruin an apology with an excuse”.  When people are wronged they want to be heard and acknowledged.. A sincere and full apology can quickly diffuse a bad situation. It’s the only way to move forward.

Lastly, like I said  I use this apology in business, but it also works in your personal life. Self righteousness gets you nowhere. We all make mistakes. Own it and use this apology to make it right.   Good luck.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!

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 Know When It’s Time to Quit Selling #435

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How To Know When It’s Time to Quit Selling #435


When it comes to selling, one of the biggest problems sellers face is following up. Too often sellers don’t call, email or message prospects enough times to catch their attention. But how do you know when too much follow up, is too much? Especially in the case of a deal you really really want. But no matter what you do, you can’t bring the deal home. That’s the topic for today, how to know when it’s time to quit selling.

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
You can’t win them all.

When the time comes
Quit
Another opportunity awaits.

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, not only won deals, but lost opportunities too. Chris was open to taking responsibility for the losses, too responsible thought Pat.

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

Pat nodded  “It’s disappointing!  I’m baffled myself, why we can’t close deals that would clearly benefit their business. But if I’ve learned anything is this business, no deal is for sure. And no client is forever loyal. Instead I’ve learned to expect loss. It’s like they say, when one door closes, look for others that are opening. That’s all we can do. Other opportunities await us. We need to keep facing forward.

Take Action Quote

There is a company called Despair that is famous for making business posters that are sarcastic yet at the same time so true. One of my favorite posters of theirs is titled STUPIDITY.    It features a tennis player who has fallen to his knees, grief stricken due to losing the match with hands on this head and racket and balls astray. Below the photo is the subtitle:

Winners never quit, and quitters never win, but those that never quit and never win are idiots. 

Sometimes we put to much effort into deals that are never going to close. Sometimes I’ve been tenacious to an extreme and keep calling and emailing and expending energy that could be better placed into other opportunities. Consider some of the deals in your pipeline. Is it time to let some of them go? Think what you could do if you stopped working on them and focused forward. Sometimes, that’s the right thing to do.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!

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 Spin Storytelling Selling #434

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How to Spin Storytelling Selling #434


Would you like to hear a story? It’s a tale with heroes and villains and adventures and drama and it’s all tied into capturing the interest of prospects in a way that they lean into your fable. This episode is about storytelling selling and ways that  a good tale can turn prospects into heroes and in time, loyal buyers.

Today’s Chapter: Storytelling Selling

The nature of the world is beyond description
Yet stories are your greatest tools.

With the art of narrative,
the buyer identifies with your characters.
Compelling in action,
they see the struggle in their lives.
Clear in thought,
they embrace the moral of your story.
Obvious in solution,
they are drawn to your products and services.

By shedding light
on what was once nothing,
The Master Seller becomes storyteller,
Creating possibility in the buyers’ mind.

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 they faced, the process of rolling out the new solution and the outcome that came as a result.

Story after story was inspirational, authentic and compelling.  

“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 a joy to share their success. When prospects hear these tales they immediately put themselves in the story. They identify with the heroes challenge since they are probably experiencing it too! Sometimes a story can tell a whole lot more than reading a specification sheet of features. When you find an authentic honest story it will resonate with buyers.”

Take Action Quote

My good friend Michelle Kelly (listen to her here)  believes that “stories are critical in the sales arc. The sales journey is the hero’s journey, we need to cast our customers as the hero”. This is an important detail that the hero in our stories isn’t the seller coming to the rescue, but the buyer who wisely addressed their challenge by choosing your product or service. They are the heroes. They took control and slayed the beast. 

Reflect on your existing clients. Practice sharing stories about how they came to be clients and their buying journey. Be able to tell the story quickly and slowly, matching the pace of your prospect. Give them space to ask questions, many questions prompted from the story. Allow them to identify with your clients, so that they too may become clients some day. 

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!

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

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!

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 Look Good Selling by Not Looking Good #426

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How To Look Good Selling by Not Looking Good  #426

In this episode we investigate the struggle of being successful at sales and how we let our ego get in the way of success. Why do we that? Too often we have concerns of being embarrassed, saying something stupid and being called out as a pushy seller. When we’re more concerned about how to look good selling, we stop focusing on helping customers. Today we share advice on how to address the challenges of fear and success and instead focus on how the best thing we can do to look after ourselves, is to look after others.

Today’s Chapter: Fear and Success

Success is a dangerous as fear
Both generating shame and laughter,
The worry of looking stupid.
Success and fear are phantoms that arise from the self.
More concerned about how you look,
The seller stops looking.

Today’s Story

It had been a month since Chris started cold calling to set up appointments for Pat. Chris’s numbers were weak and quite frankly borderline unacceptable. Pat became concerned and at the end of the week asked “I can see that you’re not making a lot of dials and when you do connect your calls are very short. What’s going on here?”. “Well” said Chris “I’m just not comfortable calling people out of the blue. I’m trying, and I hope you can see that. But I hate to bother people. Personally I dread getting robocalls. I just don’t feel good about it” 

Pat nodded “I get  what you’re saying. But this is the thing. What we’re doing and what those robocalls are doing are two completely different things. We are only calling people we think we can help. We don’t pitch without first listening  nor do we call at odd hours.  There is nothing to be ashamed of here.

“Instead of focusing on your fear, remember the anxiety they struggle with everyday. Maybe we can help them overcome their business challenges, and help them get a good night’s rest. The only way we can help, is to reach out and ask.

“Keep dialing, in time the fear will fade”.

Take Action Quote

Salman Rushdie is quoted as saying that “Shame is like everything else; live with it for long enough and it becomes part of the furniture.” Shame and guilt are founded on the belief that you’re doing something wrong and should be punished for it. But you’re not doing anything wrong here. It’s just misplaced fear. Fear is common is all of us and fear is the seed of growth. Once we overcome our fears, they are forever behind us.

Let me share an insight that has forever changed my view on sales. It’s this: prospective customers secretly hope that you have the solution to their problems. Sure they’re skeptical, that’s understandable. They may appear gruff and guarded. But deep down they would love love love more than anything to have your remove, their pain and anxiety.

It’s tough running a business in a competitive market. Let’s see what we can do to assuage some of that pain. Let’s put this fear in the rearview mirror.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!

 

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.  Masterful selling is understanding what buyers want, assessing if you can help,  showing what you have and helping them to make a decision that is good for their business. See https://salesbabble.com

You can be your authentic self when selling. It’s all about helping others with their pains and desires. 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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