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How To Not Oversell #420

Today’s episode is an act of faith. By faith I mean trusting in what you know is true and sharing it as honestly as possible. Too often sellers persuade by adorning their pitch when they would be better off, sharing a straight forward value proposition. Great products and services sell themselves. Learn how to not oversell. That’s the topic for today.

Today’s Chapter: Proper Preparation

Fill your presentation to the brim and it will spill.
Keep sharpening your pitch and it will blunt
Chase after money and the deal will spoil
Care about people’s approval and you will be their prisoner.

Do your work, then step back and it will all work out.

Today’s Story

Chris said good morning to the prospects at the presentation and kicked it off with a slide deck that shared a personal biography, the companies biography, their history in the industry, testimonials of their products and three deep dives into the benefits buyers could expect. Chris was trying to build trust, but all that was built was boredom. The audience started to get restless. 

In the back of the room, Pat could sense the crowd’s impatience and spoke up. “Chris, why don’t we jump ahead a bit to the solution design?”  Immediately Chris pivoted and by the end of the meeting, Chris had a verbal commitment. 

Afterwards Pat said to Chris in private “I’m sorry I made that awkward for you. But I could sense the people didn’t believe the benefits without any context. It was a case of the cart before the horse, or the benefits before the features!” Chris laughed and responded, “I have to admit, it did seem the decision maker paid more attention, and asked all those questions after the pivot. Since we got the order you can’t argue against success”. “Nope,” said Pat.  “we just need to do our work and let the chips fall where they lay.”

Take Action Quote

The Stoic Epictetus said “If you are tempted to look outside yourself for approval, you have compromised your integrity. If you need a witness, be your own.” 

I am wary of the overuse of PowerPoint and the repeated failure to treat people like people and connect one on one with buyers. Instead do this: have faith that if you just share your product unvarnished, it’s all going to turn out right in the end. Deals close easy when we focus on helping our clients versus winning their approval.

Thank Our Sponsor Wingman

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

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

How to Connect with Pat Helmers at Sales Babble

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

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

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

This is a production of Habanero Media 

Got a Question?

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

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

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

Listening Options

You can find us on:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

When Selling Treat Buyers Like Family #419

Today we talk about having a point of view that we are all one family, buyers and sellers alike. In this episode we investigate the right way to build rapport, familiarity and how that’s  the foundation for soliciting trust. When we give strangers the feeling that they already know us, they will be curious in turn and want to learn more about you and who you represent.

Today’s Chapter: Being a Cousin 

When selling
be a stranger to no one,
cousin to all,
just like family you see rarely
at the wedding or funeral.

Respectful yet genuine
catching up on their lives.
Gregarious yet authentic
Accepting them for who they are.

The Master Seller is easy to know
Trusted at the start.

Today’s Story

Pat and Chris registered for a trade association conference. It was to be attended by many prospective clients. At the first panel of the opening day the attendees were seated at round tables. Throughout the morning Pat chatted with everyone asking where they were from, did their flights go smooth, where they ate last night,  what they hoped to learn and if they wanted another cup of coffee. Pat treated them like old friends.

During the break, Chris asked Pat “Why aren’t you telling them more about our company and the new product announcement?  These people seem like a perfect fit for us!”   

“They are a good fit”, Pat agreed, “but now is not the right time. Our goal here is to build relationships, connect with them and follow up at a later time. They are here for a reason, not an infomercial!”   

“So what’s the plan?” asked Chris.  “It’s this” responded Pat.  “When we get back to the office I’ll follow up and say how great it was to meet them, or mention the flight troubles, the weather, or how that one lady who is worried about her dog; those kinds of details.  This will make us memorable, old friends. When I ask to schedule a sales call, they’ll be happy to agree”.

Take Action Quote

There’s an old saying that people buy from people they know, like and trust. People are people, more alike than not when it comes to hopes, fears, wants and needs. Yes, new prospects are complete strangers, but strangers are people too and if you treat strangers like people, with a sense of familiarity, just like a cousin you see every couple years, people will feel like they know you, and like and from that will come trust.

Don’t hesitate to be a human first and treat people as such. Once you do that, then you can start the process of qualifying them as a prospect.

Thank Our Sponsor Wingman

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

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

How to Connect with Pat Helmers at Sales Babble

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

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

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

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

This is a production of Habanero Media 

Got a Question?

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

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

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

Listening Options

You can find us on:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Be Better Unique and Desirable with Thomas Ellis #418

We live in competitive times and more that likely there is another company out there that is looking for and serving customers, just like yours. So it begs the question, what can you do to be better unique and desirable? This week we take a one week break from the Tao Te Ching of Sales  and babble with my good friend Thomas Ellis. Thomas is the author of the just published book BUD Better Unique and Desirable, The Sales Process That Gets Results, a sales philosophy that can positively impact your sales and set you up for success.

How To Connect with Thomas Ellis

• • Website: https://tellissalescoach.com/
  • The book on Amazon BUD Better Unique and Desirable
  • LinkedIn: https://www.linkedin.com/in/thomaseellis/
  • Email address:  tellis at ewcconsultants.com
  • Phone: 301-343-0001

Thank Our Sponsor Wingman

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

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

How to Connect with Pat Helmers at Sales Babble

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

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

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

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

This is a production of Habanero Media 

Got a Question?

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

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

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

Listening Options

You can find us on:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Sell by Not Selling #417

Just this week  I’m completing an industry business survey and one respondent had a troubling answer when asked about business challenges. They said “I have to be a shark instead of an honest businessman”  Wow that hurts! So let me ask you , Deep down inside, when you think about sales, is that how you see it?  Do you think you need to be a fast talking shark to be a top sales guy or gal?   It’s not. In fact, the best way to sell,  is to sell by not selling. That’s our topic in this week’s episode. 

Today’s Chapter: Selling By Not Selling 

When the Master sells, prospects are hardly aware of it,
To them it’s just a conversation about their lives.

Next best is a seller who is loved.
Next, is one who is feared as sleazy.
The worst is one who is considered a huckster.

If you don’t trust the customer, you make them untrustworthy.

The Master Seller doesn’t talk, they act.
When the sale is closed the people say, “We chose wisely”

Today’s Story

Chris was excited to start a new sales position promoting services that could save clients significant time while maintaining quality. Chris’s sales manager, Pat, took Chris out on their very first sales call. Chris was shocked at what happened. 

At the sales call Pat never showed the PowerPoint that they had worked on all week. When they arrived Pat commented on one of their marketing posters on the wall, it was  a new product and the prospects were quick to start talking about it. Then the conversation wound around trends in the industry, the customer’s yearly goals, challenges with supply chains which led to the services Pat and Chris came to talk about. Before Chris knew it, the prospects requested a quote for a 3 year contract!

“How did you do that?” Asked Chris. “We never even showed them the slide deck. All you did was talk to them! ” 

“Not exactly” said Pat, “If you noticed, what I really did was just ask a few targeted questions and let them tell us what they want and what they need. When I saw they had that one quality issue, I merely mentioned our solution and bingo, they got excited. My goal is always to have the buyer know they chose wisely, and of their own accord. That’s what I call master selling.”

Take Action Quote

There is a German proverb that goes “Ein Krämer, der Mäusekot Nicht für Pfeffer ausgeben kann, hat sein Handwerk nicht gelernt.” Or translated: A huckster who cannot pass off mouse-turd for pepper, has not learned his trade. 

Time and again I meet people who think this is what sales is all about, tricking people into buying your crap. This isn’t the case at all.

Trust your customers know their business and if you listen you will know if you can help. There is no need to arm twist or be unethical. Your goal to to make sure the buyers will say they chose wisely, and provide a strong reference and even referrals when the deal is done.

Thank Our Sponsor Wingman

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

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

How to Connect with Pat Helmers at Sales Babble

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

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

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

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

This is a production of Habanero Media 

Got a Question?

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

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

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

Listening Options

You can find us on:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!