How To Overcome Your Fear of Rejection #515

How To Overcome Your Fear of Rejection #515

We all hate robocalls. Those are cold calls of the worst kind. But in B2B sales, cold calling is often the only way to efficiently connect to a new prospect. Often the prospects don’t realize a solution to their problem is available. A well-constructed and executed cold call can create an opportunity for the prospects to eradicate their problems. Yet too often sellers fear rejection and this impedes their cold-calling success. There are things you can do to overcome that fear. How to overcome the fear of rejection, that’s the topic for today.

Today’s Chapter: Fear of Cold Calling

Friend or stranger, all are just people,
Two sides of the same coin

Yet curiously, greeting a stranger,
Qualifying their needs
Asking for an opportunity
This Is the seller’s greatest fear.

Once you realize that all deals are at risk,
there is nothing you can do to guarantee a close.
If you aren’t afraid of losing a deal,
there is nothing you can’t achieve.

Avoiding fear is no solution
What will be will be

TTC #74

Today’s Story

Excited to hire new staff, Pat taught Chris everything there is about cold calling. Yet it was soon clear, that Chris had a bad case of call reluctance. Chris tried all kinds of things to avoid making the calls.

Pat noticed and said, “I get where you’re coming from. As kids, we’re told not to talk to strangers, but we’re not kids anymore. Think about all your friends. Once upon a time, they were strangers too.”

“That’s true,” said Chris, “I never thought about it from that point of view. But I’m also afraid to bother them.”

Pat went on, “The most important thing to remember when cold calling is to keep polishing your opening line, schedule them for a convenient time to meet and don’t try to close them. We have real solutions that can make their world a better place. It never hurts to ask if they are looking for help. We often can.”

Take Action Quote

The very first sales book I bought was Stephen Schiffman’s “Cold Calling Techniques that Really Work”  Schiffman said “As a salesman making cold calls, you face a powerful foe: the status quo. This is your true enemy – the attitude of most customers that they are perfectly happy with what they already have.”  

When you have a great solution to a genuine need or desire why not share it? What’s the worst that can happen to you? The caller hangs up? In the big scheme of life, is that so bad? When you keep cold calling in context, there is more good than bad, but only if you keep at it. 

Lao Tzu said, “If people are not afraid of death, how can you threaten them with death?” Most deals never close, instead they die. Once you understand this, you’re fear of losing a deal will evaporate.

Watch on YouTube. https://www.youtube.com/watch?v=YOymrf_ho4A

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 Overcome the Fear of Cold Calling #441

How To Overcome the Fear of Cold Calling #441


Do you experience call reluctance? That’s the phenomena where you avoid picking up the phone and cold calling a prospect? Many people too. But this is the thing.  Inaction breeds doubt and fear. Action breeds confidence and courage. In this episode we take a moment to understand the root of our fears and embrace a wu-wei approach of allowing the calling to be what it is. Rather than avoid the pain, let’s accept it and discover it’s not what it appears to be. We overcome fear with acceptance. That’s the path to overcome the fear of cold calling.

Today’s Chapter:  Overcoming Fear with Acceptance

The journey of a closed deal
Begins with a single cold call.

While some fear it
Others embrace
Knowing that while those who can manage others is powerful
Those who manage their fears are mightier still.

The Master Seller anticipates the difficult sale
By managing the cold call.

By separating the wheat
From the chaff
They use a numbers game
To create opportunities.

Today’s Story

Chris had wanted to get into sales for quite some time and was excited to transfer into an SDR role. But the job wasn’t what Chris thought it would be. Each calling session was a hamster wheel of rude responses, hang-ups, and rejection. Soon Chris’s pace slowed and Pat noticed it.

“What’s going on?” asked Pat. “You were so excited when you started!” “I know” responded Chris “ I guess I’m not cut out for cold calling. Everybody I call hates me”.  Pat smiled  “that’s not true! The trick is to remember it’s just business. Not everyone we call is qualified or ready to buy. Often the timing isn’t good or they have more pressing matters at hand. Only 1 out 20 calls are going to be a prospect somewhat interested in what we provide. We just have to be good with that percentage rate. If we just do our jobs it will all work out. In time you will meet people who we can help. It’s just a matter of patience. Just don’t forget that you  have the most important role in the company!”

“What do you mean by that?” said Chris. Pat smiled “This entire company would grind to a halt if our department didn’t close sales. It’s a lot of responsibility on our SDRs and your shoulders. I know.  But I’m certain you can do it”.  

With that Pat cleared the afternoon and worked with Chris for the rest of the day  to overcome the fear of cold calling.

Take Action Quote

IBM’s Thomas Watson once said that:

“Nothing happens until somebody sells something”.

Selling isn’t to be feared but understood because when sellers conquer this fear, they have learned a broader secret of life. Each of us must confront our own fears. We must come face to face with them. How we handle our fears will determine where we go with the rest of our lives. Do we live a life filled with regret or do we experience the joys of adventure? Choose adventure. Cold calling is a blessed opportunity for you. I implore you not to squander it !

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 Overcome Your Fear of Cold Calling #429

How To Overcome Your Fear of Cold Calling #429

If you’re new to sales or if you’ve been in sales for awhile, you know the anxiety that comes with cold calling. Deep in the pit of your stomach you shudder at the idea of calling someone out of the blue. You look for marketing techniques that will motivate strangers to call you, but in the end, those things don’t work, do they. Sometimes the only way to get to the decision maker is to dial them up. Think how much easier it would be if you looked forward to outreach. Let’s investigate this idea of overcoming your fear of cold calling and doing what we can to overcome that fear.

Today’s Chapter: Fear of Cold Calling

Friend or stranger, all are just people,
Two sides of the same coin

Yet curiously, greeting a stranger,
Qualifying their needs
Asking for an opportunity
This Is the seller’s greatest fear.

Avoiding fear is no solution
What will be will be

Today’s Story

Pat was excited to staff a new SDR and taught Chris everything there was about cold calling. Yet from the start it was clear that Chris had a bad case of call reluctance. Chris did all kinds of things to avoid making the calls. 

Pat noticed and said “I get where you’re coming from. When we were kids we were told to not talk to strangers right? But we’re not kids anymore. Think about all your friends. Once upon a time they were strangers.” 

“That’s true” said Chris, “I never thought about it from that point of view”

Pat went on “The most important thing to remember when cold calling is to keep polishing your opening line, don’t try to close them but get them to commit to a meeting later on. We have real solutions that can make the world a better place. It never hurts to ask if they are looking for help. I bet we can”

Take Action Quote

The very first sales book I bought was Stephen Schiffman’s “Cold Calling Techniques that Really Work”  Schiffman said “As a salesman making cold calls, you face a powerful foe: the status quo. This is your true enemy – the attitude of most customers that they are perfectly happy with what they already have.”  

I bet you have a great solution to a genuine problem or desire your ideal client needs. Why not share it? What’s the worst that can happen to you? They hang up? In the big scheme of life, is that so bad. If you keep cold calling in context, there is more good than bad, but only if you keep at it. 

In the film True Grit, John Wayne says “Courage is being scared to death, but saddling up anyway.”  Each morning saddle up, smile and dial.

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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Listening Options

You can find us on:

 

Goals – Tao Te Ching of Sales Babble

Thermometers

Goals – Tao Te Ching of Sales Babble #399

Thermometers

 

What’s the point of having goals? Aren’t they all arbitrary anyway?  Why not,  you might ask, just work hard and reap what you sow?

But do we reap?

In this episode of the Tao Te Ching of Sales Babble we discover the value of goals, how they are one of the most powerful tools in a sellers toolbox, even those that seem impossible.

This Chapter is called Goals

No progress occurs without goals
Guideposts on the path of discovery.
Each sale a series of steps
A trek to the final purchase.

As weather and obstacles appear
The path is re-charted
Like stars to ancient navigators,
Providing guidance.

The destination has immense value
Yet it pales when compared to goals.

It’s the journey that matters
The rest fleeting..

The Story for Goals

“Why do I have these goals?” mused Lee.

“I know” said Chris,” We can never reach these. They set the same stupid goals last year. And we didn’t even come close”.

Over hearing, Pat spoke up. “You’re right! We didn’t reach our goals.

“But if you recall, when we rolled out the new product we had no idea how to position it. Remember how we kept trying one thing after another?

“Because of the goals, it reminded us to keep adjusting, keep trying, until we finally, had that last quarter breakthrough. If we didn’t have a plan, we’d still be at square one don’t you think?

Goal of a goal is to guide,
not frustrate”

Take Action Quote

 Like Led Zeppelin sang in the Immigrant Song:

“On we sweep with threshing oar
Our only goal will be the Western shore” 

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

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

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

Thank Our Sponsor Habanero Media

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

Download Why Your Business Needs a B2B Podcast here.

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

Listening Options

You can find us on:

 

Path To Success – Tao Te Ching of Sales Babble

Time Clock Selling

Path To Success – Tao Te Ching of Sales Babble #398

Time Clock Selling

 

What is the Path to Success? Or better yet,  ask where is the path of success? When you’re in a rush to close a sale, sometimes the best thing to do is just slow down. In this episode of the Tao Te Ching of Sales Babble we discuss that each sale has a unique schedule. Some close quick, some close slow.  Today we answer, what should you do when the deal is going slow?

This Chapter is called The Path to Success

If you wish to quicken a sale
you must give it time to breathe.

If you want to dispel objections
you must allow them to flourish.

If you want to create new business
you must give it time and patience.

This is the path to success.

The Story the Path To Success

In despair, Chris closed the video conference.

Pat, was also on the call, and asked “How do you think it went”.

“Horrible” exclaimed Chris. “Didn’t you just hear that?
They didn’t want to listen to what we have and they never gave us a chance!”

Pat nodded and then added,
“Did you hear how they said they won’t take action in the next 6 months?
They’re not ready to make a decision.
Why push a rock up hill if it’s only going to roll back?
Sometimes it’s best to slow down. There is no use in trying to close them quickly.

Let’s give them time to collect their thoughts and what they really want.
The deal is still alive. You haven’t lost it yet.

Let’s be helpful with kindness and patience. How does that sound?“

Take Action Quote

 Like the Stoic philosopher said.. 

“No great thing is created suddenly, any more than a bunch of grapes or a fig. If you tell me that you desire a fig, I answer you that there must be time. Let it first blossom, then bear fruit, then ripen.” – Epictetus 

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

Thank Our Sponsor Vidyard

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

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

Thank Our Sponsor Habanero Media

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

Download Why Your Business Needs a B2B Podcast here.

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

Listening Options

You can find us on:

 

Seeking No – Tao Te Ching of Sales Babble #397

Seeking No – Tao Te Ching of Sales Babble #397

Do you assume everyone is going to buy and expect every one you cold outreach to say Yes? They won’t.  Instead of seeking yes, maybe you should be seeking no.  In this episode of the Tao Te Ching of Sales we discuss the paradox of sales and the power of expecting the opposite. While working within the natural flow of business you can find success.

 

This Chapter is called Seeking No 

Some prospects can be served, some not.
When hunting,
Most leads end in No.

While others wither at rejection
The Master Seller smiles with each No.
The more No’s the more Yes’s

Seek the No
To find the Yes

The Story Seeking No 

One Friday Pat asked Chris how many deals had closed that week. “Only one!” said Chris disappointedly, “and that’s after calling all week! Everyone keeps saying No I’m not interested. It’s so discouraging.”

Pat then asked “How many calls did you make?” “10” responded Chris.

Pat nodded and replied. “At that ratio, if you had made a 100 calls, you would now have 10 yes’s, right? If you seek the NO you will find the YES. Keep calling and you will find success”

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

Thank Our Sponsor Vidyard

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

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

Thank Our Sponsor Habanero Media

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

Download Why Your Business Needs a B2B Podcast here.

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

Listening Options

You can find us on:

 

Is Your Pipeline Half Empty or Half Full with Joe Micallef #386

Is Your Pipeline Half Empty or Half Full with Joe Micallef #386

Now that it’s just turned midyear, how are you feeling about your pipeline? Is it half full or instead half empty? Our guest Joe Micallef, walks us through the 5 R’s for a comprehensive mid-year pipeline review, ways to qualify prospects with  his IDEA process and how he uses the Triple C’s to update a sales script.  It’s time to focus on the real deals.

The 5 R’s For Your Pipeline

      • Review Your Pipeline: Use Idea to see if these deals are the real deal
        • Intention to Buy, do they act like they are going to buy? Or just shoppers?
        • Decision Make Process: Do you know what it is and how they make buying decisions.
        • Expectations of You: Are they waiting for information from you? Do you have what they want?
        • Access: Are they giving you access to their time, information and people?
      • Reengage Contacts: Reach out to everyone you’ve been talking to this year and make a decision quick whether or not to keep working them.
      • Research Targets: Both new prospects AND the industry. What’s new?
      • Refine Scripts: Use the Triple C’s
        • Concerns: What are their fears, hopes and desires?
        • Crimes: Where are they failing?
        • Crisis: what’s going on in the industry?
      • Request Referrals: Get past the discomfort and ask clients who you’ve made a positive difference for help. Have an optimistic mindset. They will help you!

Take Action

Now is the time to audit your pipeline. Don’t put it off.

How To Find Joe Micallef

Thank Our Sponsor Vidyard

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

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

Thank Our Sponsor Habanero Media

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

Download Why Your Business Needs a B2B Podcast here.

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

Listening Options

You can find us on:

 

How to Dig in When Buyers Say No with Collin Mitchell #385

How to Dig in When Buyers Say No with Collin Mitchell #385

Collin Mitchell sales advice when buyers say no Have you been wondering if you’re using the phone efficiently? At the same time are you using email, video, and social media messaging in conjunction with the phone? When buyers tell you “No” are you digging in with curiosity to find out why so you can better prepared for the next call? Our guest today is Collin Mitchell, sales consultant and host of the Sales Hustle podcast. Collin babbles about what to do when buyers say no, how to dig in and find out about the challenges your prospects have with their prospects. Then turn it around into a closed sale. 

When Buyers Say No Ask Why

Collin believes the phone is your best friend. It’s low cost and great for narrowing who is your best customer. Test and focus, test again and ask for feedback. When buyers say “No I’m not interested” respond with a “why do you say that”. Use the feed back to improve your targeting and your messaging. Also try “I’m just curious why weren’t you interested,  could you help me out?”  People will give  to help to get you off the phone!

Build rapport by challenging their thinking. Know their business and where their customers hangout.  Take your clients out to lunch and learn about their business. Use all your channels, let email and social media compliment the phone.

Take Action

Ask for advice, relook at your notes and recordings of your sales calls and learn from your mistakes.

How To Find Collin Mitchell

Thank Our Sponsor Vidyard

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

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

Thank Our Sponsor Habanero Media

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

Download Why Your Business Needs a B2B Podcast here.

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

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How To Sell More in Less Time with Melinda Chen #383

Melinda Chen Sales Trainer

How To Sell More in Less Time with Melinda Chen #383

Melinda Chen Sales TrainerHow can sellers stay motivated? How can you sell more in less time and how can you get the attention of decision makers? These are challenges Melinda Chen hears daily in her of Women Making Big Sales  group. Melinda is a account manager in the sports industry as well as a run her women’s networking group. In this episode Melinda gives advice on time management, how to create  a hook that grabs the interest of decision makers, how to stay motivated when deals stall, and how to sell more in less time.

Every sellers needs three things, a Sales System, Time Management and the right Mindset. We discuss them all.

Sell More With a Hook

The “hook” in your message is more important than your message. The hook is the reason you are reaching out. It must be clear the prospect understands what’s in it for them. The email should be short and succinct.  The hook is actually more important than the content of the text says Melinda. Why?

Your clients are inward focused. To sell more you should:

    • Know your client’s industry and emerging challenges
    • Create a hook that includes a low ticket gift, pdf checklist or paper
    • Build a solution that aligns with their challenges

Sell in Less Time

Melinda recommends sellers build a time management system where you batch your sales activities. Break work down into different chunks e.g. research, message crafting, looking for leads, LinkedIn, etc. She also recommends building email templates and customizing the messages.
Have a power hour where you focus on one thing. Spend each hour with intent and stay on task.

Take Action Advice

Have a strong mindset, stay motivated to take big actions, don’t get worried about people who don’t get back to you. This is the key to 100% top performance.

How To Find Melinda Chen

You can find Mark all over the internet sharing cold calling tactics.

    • Website: WomenMakingBigSales.com
    • Facebook: facebook.com/womenmakingbigsales/
    • Check out Melinda’s follow up strategy:  https://womenmakingbigsales.com/foolproof-formula-to-writing-a-kick-ass-follow-up-email/#comment-118
    • Sales Babble Episode 114:  https://www.salesbabble.com/sell-big-clients/

Thank Our Sponsor Vidyard

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

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

Thank Our Sponsor Habanero Media

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

Download Why Your Business Needs a B2B Podcast here.

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

Listening Options

You can find us on:

 

Cold Calling Tactics in a WFH World with Mark Hunter #382

Cold Calling Tactics in a WFH World with Mark Hunter #382

What’s the future of sales look like in a Work From Home (WFH) world? What happens when your prospect is not in the office, not answering their desk phone, rarely on LinkedIn and not responding to email?  What’s a salesperson to do?  In this episode returning guest Mark Hunter shares cold calling tactics in a WFH world. He gives practical advice on cold calling, leaving voicemails and how to follow up with an email. If you feel like your prospecting is in neutral,  this is the episode for you.

Cold Calling is Not Dead

A year ago when everyone was working at home it was easy to get someone on the phone. But now a year later, it’s turned a  360. Nevertheless, there are limits to what social media can do to warm up a cold call.

One cold calling tactic Mark recommends is to no hesitate calling their cell phone. If they’ve given it to you (like on a business card), you have permission to call. The trick is to make sure your call HAS VALUE!

Leave voice mails, with each voice mail sharing little more about the benefits your solutions can provide.  Be very specific when prospecting. Know your niche, know the EXACT title and role of your ideal prospect.

Lead with a question, when every you engage, either in person, on the phone, via email or social media. Make it easy for them to respond and for you to discover if they are qualified,

How To Find Mark Hunter

You can find Mark all over the internet sharing cold calling tactics.

Use this link to get the  14 Things Great Salespeople Do:   https://thesaleshunter.com/14-things-great-salespeople-do-ebook/

Thank Our Sponsor Vidyard

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

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

Thank Our Sponsor Habanero Media

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

Download Why Your Business Needs a B2B Podcast here.

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

Listening Options

You can find us on: