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How to Control a Sale, By Not Controlling It #413
Are you obsessed with having things your way, are you frustrated when deals seem out of control, and nothing goes the way you planned. If so, today’s chapter of the Tao Te Ching of Sales may provide a bit of relief for your suffering when managing a pipeline feels more like herding cats. Let’s babble about how to control a sale, by not controlling it.
Today’s Chapter: Controlling the Sale
Crooked with words
the sale goes sideways.
Rushing the close
the deal comes to a halt.
Showing off and preening
Shows little.
Clinging to a few leads
Chases business away.
Hard rules on handling, manipulating, and fooling the buyer
never acknowledges what truly rules.
By not controlling the sale, the sale is controlled.
Each deal has its own course
Just do your job , then let go.
Today’s Story
Chris was a self admitted control freak, trying to control every aspect of every buyer as well as the entire sales funnel. Commendable yes! But exhausting and surprisingly not as successful as expected. Despite worry and guessing what could go wrong, the deals never progressed as planned. Buyers would change direction in a moment’s notice. They would make requests from out of the blue, and nothing Chris could do would prepare for the unforeseen.
During a one-on-one, Pat walked through the pipeline with Chris. In frustration Chris opened up and shared how chaotic the deals felt and how difficult it was to control the sale.
Pat laughed from personal experience knowing that the tighter you squeeze a slippery fish, the faster it slips out and back in the water. Pat said…
“Expect change, it’s the one constant in the world. Customers are never going to go the path we expect. What we should expect is the unexpected. They don’t all act alike. They don’t all have the same pains and aspirations. The best way to control a sale, is to not control it. Let each deal take its own course. Let the buyers reveal their wants and needs at their own pace and address them one by one, as they come.”
Take Action Quote
In 2013 I visited the ancient city of Ephesus in Turkey. It’s now a ruins and tourist destination excavated by archeologists Once upon a time it was a a thriving Persian sea town Between the 4th and 5th centuries BCE, there lived the Greek Philosopher named Heraclitus who loved paradox and wordplay, not unlike Lao Tze and his Tao Te Ching. Heraclitus, believed in the unity of opposites and harmony in the world. He is quoted as saying “No man ever steps in the same river twice” Why? because a river is always flowing, always moving, always changing and it’s never exactly the same at any one time. The same is true for each prospect you meet and each deal you work. Expect change, that’s true control.
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?
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This is a production of Habanero Media
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