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How to Find Success with Deliberate Selling #450
This past week I made a sales call that took forever to schedule. We’re talking multiple emails, voicemails and a few Linked messages before the prospect responded and agreed to meet. Since I had met these people earlier in the year, I thought it would have been easy to get on their calendar. Oh what a fool you are Pat. To be fair they are busy people and they’re doing me the favor to meet. Yet after all these years even I need to be reminded these things take time and tenacity. Being deliberate when selling, that’s the topic for today.
Today’s Chapter: Deliberate Selling
With deliberate and measured growth
The sapling reaches great heights.
Knowing it’s not an absence of action,
The Master Seller sees Patience as power,
They wait for the right time to act.
With steady follow-up
they advance the sale,
Guiding the close with a steady hand.
Today’s Story
Chris finished the call with a look of frustration. Pat noticed and said “Hey, what’s up?” With a sigh Chris smiled and responded “You know that Wilcox deal I’ve been working on for the last month. They decided to pause their new expansion plan and go back to the old vendor. I can’t believe I lost the deal”. “So the expansion plan’s history?” asked Pat “No” said Chris “but it’s not happening this year”.
Pat nodded “The way I see it, you’ve not lost the deal. It’s just not now. Be patient, keep checking in every couple months. You still have a good shot.. Remember it takes decades for an acorn to grow into a mighty oak. Six months is the blink of an eye.”
Take Action Quote
In the Bible the mustard seed is often mentioned given it’s ability to grow from something very small into a trees as tall as a house. In the book of Matthew it’s written
“ If you have faith as small as a mustard seed, you can say to this mountain, ‘Move from here to there,’ and it will move. Nothing will be impossible for you”
This is a parable of patience, how given enough time anything can happen. For sellers it demands that we work many deals at once. Some will close early, some later. The bigger the deal, the longer it takes. With patience and intent, large deals can close. Keep plodding along, don’t give up.
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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
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