Why We Treat Buyers Like Family #507

Why We Treat Buyers Like Family #507

Each January I travel to a small island at the southernmost tip of the United States. Key West has a motto: “All people are equal members of One Human Family”. Not only do I agree with this, but apply this to prospective buyers.  In this episode, we investigate the power of building rapport and how viewing perfect strangers as Family can erase skepticism and cultivate trust, which is the foundation of any successful selling opportunity.

Today’s Chapter: Being a Cousin 

When selling
be a stranger to no one
Cousin to all
just like family, you rarely see
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 show. 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 about their travels,  where they were from,  where they had eaten the night before,  and what they hoped to learn at the event. 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!”   

Pat agreed, “They are a good fit but now is not the right time. Our goal is to build relationships, connect, and follow up at a later date. They are here to build relationships. The last thing they need is an infomercial!”   

“So what’s the plan?” asked Chris.  Pat responded,  “Throughout the conference, I’ve asked each of the prospects if they would like to continue the conversation at a later time. They all said yes.  

“Back at the office I’ll follow up and say how great it was to meet them and mention some detail they shared when we met. You become memorable this way.  When I ask to schedule a sales call, they’ll be happy to agree”.

Take Action Quote

Lao Tzu wrote, “Masters don’t accumulate, the more they help the happier they are. The more they give, the wealthier they are. ”

This is true for sellers too.

People are more alike than not and just like you have the same hopes, fears, wants, and needs. To know this is to know the interconnectedness of all humanity. Treating everyone as family cultivates trust, even with strangers. When buyers are open to listening, it’s effortless for sellers to 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

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly 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 Own Your  Mistakes #504

Prickly Cactus

How to Own Your  Mistakes #504

Nobody likes being called out for making a mistake or screwing up. It’s even worse when you have to apologize for your mistake or, worse yet, your company’s mistake.  Unfortunately, once in a while, this situation pops up and it’s extremely uncomfortable for the sales professional. It’s not the end of the world. You just have to own up to it and move on. If you’ve made a mistake, don’t worry. Apologize, learn from it, and move on. It’s not rocket science. It’s just common sense. That’s the topic for this episode: How to own your mistakes.

Today’s Chapter: Owning Up To Mistakes

A Master Seller knows they are not perfect.
When they make a mistake, they realize it.
Having realized it, they own up to it.
Having owned up to it, they correct it.
They consider clients who point out their faults as their teachers.

They think of their competition,
as being as perfect and flawed as themselves.

Today’s Story

Chris screwed up and Chris knew it. Lee asked Chris for two simple requests, but Chris forgot and now Chris was scrambling. The lack of attention was noticed and Lee considered yanking the contract. What was Chris to do?

Chris turned to Pat and asked, “I know I messed up but it’s not all my fault. Lee never returned the evaluation report and our own support department never got back to me and now we’re in this predicament! I’m afraid Lee is going to leave us for the competition. How can I fix it?”   

Pat answered. “We’re only human. People make mistakes and when they happen it’s best to come clean and own them. I get that it’s not all your fault, but we’re the face of the company. It’s for us to take the blame and make it right. Tell them it’s all our fault. Tell them we should have done better. Don’t get into the details,  ask them what we can do to make this right. Own it completely. “

“You think that will work?” asked Chris.

Pat responded, “Yes, in fact, you may find  Lee to be very generous and forgiving. What Lee mostly wants is to be heard. Listen and this client can be saved. 

Take Action Quote

Humans make mistakes. You are flawed and so too your company. Pretending to be perfect only lasts so long. Customers know when they’ve been wronged and the sooner you own the mistake the faster you can make things right.

No one is perfect. Neither are your competitors. All customers want to know is that you are looking out for them. Show them you do.

Joe Hyams the author of “Zen and the Martial Arts” wrote, “When a problem arises, don’t fight with it or try to deny it. Accept and acknowledge it. Be patient in seeking a solution or opening, and then fully commit yourself to the resolution you think advisable.”

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 discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly 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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We Only Learn From Failure #496

We Only Learn From Failure #496

I’m a goof and I screw up a lot. I’m known to talk to myself and say things like “What were thinking?” or “You’re an idiot Pat.” This behavior really bugs my wife. She’ll say “Why are you so hard on yourself?” to which I reply “I’m not hard enough!’ But she may have a point. You can read good advice, or in the case of a podcast, listen to good advice but it’s not going to be embraced nearly as much as when you screw up and learn a lesson from it. 

 According to the author George Bernard Shaw “A life spent making mistakes is not only more honorable, but more useful than a life spent doing nothing.”  That’s the topic for today.

Today’s Chapter – Find Your Niche

A lost sale is a failure
and an opportunity to learn.
If you blame someone else,
or the circumstance,
there is no end to the blame.

Like the seasons
deals are won and lost.
Make failure, the opportunity to start again.
Yet this time with wisdom.

The Master Seller
meets their own obligations,
corrects their own mistakes,
Doing what they need to do,
demanding nothing of others.

Today’s  Story – Know Your Niche

Just when Chris thought the deal was a given, the client called and backed out of the final meeting. Chris was devastated and embarrassed. 

“What happened?” asked Pat. “I thought this was a sure deal. That’s what you told me.”

“I know.” responded Chris, “that’s what I thought but then I screwed it up.”

“How?” queried Pat.  

Chris paused and then said, “After the first presentation they admitted they like our basic service. Then I got excited about the newly announced services and thought I could make the deal bigger. But when I presented the new services, to my surprise, it scared them. After thinking about it they decided to go with a competitor who has a simpler offer. I totally misjudged the situation.” 

With an empathetic smile, Pat said, “You really screwed that up.” 

“I know,” said Chris. “I know.”

“Think you’ll do that again?” asked Pat.

Chris laughed. “No way.”

Pat laughed too and said, “Failure is a tough thing, but it’s the only place we truly learn important lessons. Years from now you’ll forget all the clients you closed this year, but this deal you’ll never forget. The lessons from this deal will reap rewards if you honor them.”

Take Action Quote

We all make mistakes. That’s a given. What’s not a given is what we do with that mistake. Do we learn from it or instead repeat the error in an endless cycle? Too often sellers fail to take responsibility for their actions. It’s easy to blame the client, the market, the product, or the boss. Yet you have no control over any of them. All you can control is your own behavior and your own actions. 

Lao Tzu said,

“Those without Virtue require others to fulfill their obligations.” 

Wake up! The universe doesn’t pick favorites. Expect that failure comes with success. Err on the side of kindness and it will all work out.

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Would you like a super simple way of knowing in detail who’s visiting your website? Pearl Diver does that by sharing details on name, email, phone, address, and business website for anonymous visitors. If they’re looking at you they’re probably qualified.

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How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is deeply understanding what buyers need, discerning if you can help,  showing what you have, and helping them to make a decision that is both good for their business and yours. See https://salesbabble.com

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat with 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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Why You Need a Sales Niche #495

Why You Need a Sales Niche #495

If you ever sold a new invention, idea, or innovation then you’ve probably experienced the crushing defeat and rejection that comes with disrupting the status quo. After that experience you may have walked away with the same feeling I had when I did the Point of No Return waterpark ride which descended 10 stories in 4 seconds, No thank you, once was enough for me. But on the other hand, if you are bold and believe in the old adage that the “Riches are in the Niches” this is the episode for you. How to get a new innovation adopted. That’s the topic for today.

Today’s Chapter – Find Your Niche

The giant oak
grows from a tiny acorn.
A skyscraper in the heavens
starts on a pile of dirt.

The ocean is vast.
But the wise fisherman
casts nets in narrow waters.

Serving every market
serves no one.

Listen to the niche.
Great deeds have a humble beginning.

The journey of a 1000 sales
begins here, under your feet.

Today’s  Story – Know Your Niche

Given the disruptive nature of the company’s new product innovation, Pat’s strategy was to focus on early adopters who would partner and provide critical feedback. Despite that coaching, Chris secured a contract with a client who wasn’t a perfect fit. 

“Why did you do that?” asked Pat, “these folks will never be a good reference for our target market. In fact, I bet they never use it.”

Head shaking Chris responded, “Look, this is a good deal. They are much bigger than the companies you want me to target and it really goes a long way to meeting my quota.”

Frustrated Pat interrupted, “It’s my mistake you’re not getting paid at a higher rate for high-value early adopters. I’ll fix that. But if we sell to everyone, we sell to know one. We have a clear ideal client yet limits on our ability to invest in the new product. We need to start slow with small steps. In time, by partnering with early adopters, we can build out the product for the big guys. It’s going to take patience but we will get there. That’s our strategy for long-term success.”

Take Action Quote

The Adoption Curve and Innovation author Geoffrey Moore believes that,

“The number-one corporate objective, when crossing the adoption curve, is to secure a distribution channel into the mainstream market, one with which the pragmatist customer will be comfortable.” 

When you’re looking to promote a new innovation, it’s essential you start with buyers who are open for change and willing to share their experience. Too often startups fail by trying to please everyone thus securing conflicting feedback.  As they say in golf. Aim small, miss small. Start with one thing and do it well. As Lao Tzu said,

“Have patience until the mud settles and the water clears.”

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Here’s a link to the hot new The Science of Scaling podcast. If you’re looking to grow your business’s revenue and sales, this is the podcast for you. Follow the podcast so you never miss an episode. 

https://link.chtbl.com/tsos?sid=podcast.salesbabble

Pearl Diver

Would you like a super simple way of knowing in detail who’s visiting your website? Pearl Diver does that by sharing details on name, email, phone, address, and business website for anonymous visitors. If they’re looking at you they’re probably qualified.

Check out PearlDiver.io

 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is deeply understanding what buyers need, discerning if you can help,  showing what you have, and helping them to make a decision that is both good for their business and yours. See https://salesbabble.com

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat with 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, Unlearn, and Relearn Sales #494

How to Learn, Unlearn, and Relearn Sales #494

Do you know how some people just don’t listen? They complain about their situation,  yet they’re never open to alternatives. It’s a case where confidence and cockiness become handcuffs. This is all too common in sales. It’s a paradox but sometimes the best way to learn something is to first unlearn what you already know. To relearn is to keep growing and that’s the topic for today.

Today’s Chapter – Overflowing Cup

Keep filling your bowl,
and it will spill over.

Keep sharpening your pitch,
and it will be blunt.

Keep hoarding commissions
and you will be robbed.

Keep seeking approval,
and you will become their prisoner.

Do your job and move on.
Anything else attracts suffering.

Today’s  Story – When The Cup Is Full

Many of Chris’s deals were in trouble. Chris was looking for advice and Pat offered to help by inviting Chris for coffee. Chris was thankful and at the meeting immediately started explaining the complex details of each deal.

Pat started pouring coffee into Chris’s cup and when it was full, Pat kept pouring. 

Astonished Chris exclaimed, “Pat, the cup is full! No more will go in!”

Pat responded, “Like this cup, you are full of your own opinions and solutions. How can I show you the way unless you first empty your cup?”

Take Action Quote

Before you can begin something new, you have to end what used to be and unlearn the old way. As Mark Twain said, 

“It ain’t what you know that gets you into trouble. It’s what you know for sure that just ain’t so.” 

Letting go is hard. Long-held beliefs are tenacious and they can be deadly. We live in tumultuous times. Changes in technology and culture create great uncertainty.  As sales professionals, it’s our responsibility to be skeptical of our assumptions and make adjustments as needed.  As Lao Tzu said, 

“To attain knowledge, add things every day. To attain wisdom, remove things every day.”

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Science of Scaling Podcast

Here’s a link to the hot new The Science of Scaling podcast. If you’re looking to grow your business’s revenue and sales, this is the podcast for you. Follow the podcast so you never miss an episode. 

https://link.chtbl.com/tsos?sid=podcast.salesbabble

Pearl Diver

Would you like a super simple way of knowing in detail who’s visiting your website? Pearl Diver does that by sharing details on name, email, phone, address, and business website for anonymous visitors. If they’re looking at you they’re probably qualified.

Check out PearlDiver.io

 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is deeply understanding what buyers need, discerning if you can help,  showing what you have, and helping them to make a decision that is both good for their business and yours. See https://salesbabble.com

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat with 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 Way of AI and ChatGPT in Sales #467

 The Way of AI and ChatGPT in Sales #467

Today instead of noodling on what the old master Lao Tze says about the Tao of Sales Babble we’re going to babble about a huge breakthrough this winter,   Artificial Intelligence or AI. Why? Let me make a bold statement: Not since crypto has there been a disruptive innovation at this level. In this episode we zero in on how to use AI and ChatGPT in sales.

Your Obedient ChatGPT AI Virtual Assistant

It’s been all over the news and you may have heard all about this AI stuff. Yet I’m surprised that I keep meeting people who haven’t a clue about this breakthrough. This winter I’ve been playing with these systems so I thought I would share a bit about what I’ve learned and how I’ve been applying it to sales.

ChatGPT is an AI chatbot system, similar to those little boxes on the far right bottom on websites that ask you questions but never gives you good answers.

OpenAI the company that made ChatGPT released it to show off and test what a very large, powerful AI system can accomplish. You can ask it countless questions and often will get an answer that’s useful.

So how does it work? ChatGPT is a state-of-the-art natural language processing (NLP) model developed by OpenAI that can generate human-like responses to text-based inputs. NLP is a field of AI that focuses on teaching computers to understand human language and respond appropriately.  It uses predictive analytics just like a fortune teller, but for data. It looks at historical data and tries to predict what’s going to happen in the future.

Take Action Quote

Lao Tze said

If you realize that all things change, there is nothing you will try to hold on to. If you are not afraid of dying, there is nothing you cannot achieve.

Links For You AI ChatGPT for Sales

TRY IT OUT TODAY http://openai.com 

 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

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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

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 Dispel Anger with Difficult Prospects #466

How to Dispel Anger with Difficult Prospects #466

Have you ever wanted to throttle a prospect despite the fact you know it would kill the deal? And then luckily you found some composure and  decided to hide from them rather than to become one of them?  That’s not a solution. The entire science of selling is based around finding an agreement on an exchange of value. Pissing off your prospects is the surest path to pissing away your career! So what’s a seller to do when dealing with  difficult prospects? That’s the topic for today.

Today’s Chapter: Defusing Difficult Prospects

The Master Seller has no mind of their own.
They are aware of the needs of prospects.

They are good to prospects that treat them well.
They are also good to prospects that don’t treat them well.

They shed rude comments
like a duck sheds water

Humble they are a good neighbor,
Optimistic like a child.
In time prospects look and listen.

Today’s Story

From the grapevine Pat heard some disturbing news about one of Chris’s accounts. Pat immediately called, 

“I heard you got angry with one of the decision makers and some harsh words were exchanged. Is that right?”

Chris hesitated “Yes, but they had it coming. They’ve got  no idea what they’re doing and they don’t appreciate all I’ve done for them.”.

Head shaking Pat responded “Look, we need to treat everyone with respect no matter how nice or rude they are. And not because it may blow up in social media or put a deal in jeopardy but because it’s our responsibility to be humble and help. Our job is to let prospects become aware of our products and accept that it may take awhile for them to find value. Getting angry helps no one. 

Chris shrugged “You have no idea how dumb these people are”.

“Maybe so” said Pat “But I do know this, holding on to anger is like grasping a hot coal with the intent of throwing it at someone else; you are the one who gets burned. As Gandhi said to lose patience is to lose the battle.”

Take Action Quote

I get this can be hard at times. When you put your shoulder to the wheel and all you get is a cold shoulder, you take it personal. But it’s not personal. 

“When people are rude to you, they reveal who they are, not who you are.”- Anon 

It’s for us to be a good citizen who isn’t afraid to lend a shovel to the next door neighbor who’s excited to plant a spring garden. Sure they may soon ask to borrow a hoe and a rake and before you know it your garage is empty and tidy for the first time in years. Meanwhile your neighbor is harvesting a bumper crop of Rutger  tomatoes. When your generous and patient people start to trust and yes, they may start asking to borrow your lawn mower. But more importantly when you offer some advice and wisdom, they’ll be ready to listen.

As sellers, the sooner you wake up to this fact, the less anxiety you’ll experience when dealing with difficult prospects. The take away here is to not get  angry, but to get neighborly.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

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 Not Oversell #420

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.

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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.

 

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When Selling Treat Buyers Like Family #419

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.

 

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Listening Options

You can find us on:

 

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

Thomas Ellis Portrait

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

Thomas Ellis PortraitWe 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.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on: