Podcast: Play in new window | Download
Subscribe: Apple Podcasts | RSS
Master Selling is NOT a Numbers Game #462
Have you heard the idea that the more no’s you get the more yeses you will hear? This notion is based on the idea that sales is a numbers game. It teaches that the path to success is getting comfortable with constant rejection and hitting on everybody you meet hoping you’ll bump into a qualified lead. So it begs the question. When it comes to sales, is this the best strategy for lead generation a numbers game? Maybe sometimes?
Today’s Chapter: Weed Out Poor Leads
Like the farmer cultivating their crop
the Master Seller weeds out poor leads.
They refuse to play the numbers game
that more leads means, more sales.
They delight with qualified leads
providing each with patience and respect,
Knowing qualified prospects bear fruit.
Honing their knowledge
they waste little time on poor prospects,
knowing it’s not how many people they meet,
but the quality of those they serve.
Today’s Story
Chris turned to Pat and asked “When it comes to lead generation, what’s more important? Quantity or Quality?”
“Neither is better than the other “ responded Pat, “Different methods work better for different businesses. “
“What about our business?” queried Chris.
“Well” said Pat, “When it comes to marketing, especially in B2C, marketers cast a wide net to increase brand awareness. They focus on conversions. There is a real need for this. But for B2B sellers, people like us, it’s all about the curated quality lead.
‘How so?” asked Chris.
Pat paused and then responded,
“If you focus on a few qualified prospects, activities, and connections, you’re less distracted. And this is good because distraction can jeopardize deals. Choosing quality over quantity means we have fewer prospects to take care of. The prospects we have get more attention and buyers notice.
When it comes to the relationship business I prefer less friction and always favor quality over quantity. When you get a lead, do some vetting to see if they’re worth the effort. Qualifying the prospect beforehand or asking a few questions can make a big difference in your day. It’s the easy path.”
Take Action Quote
Lucius Annaeus Seneca the Stoic philosopher of Ancient Rome wrote
It is quality rather than quantity that matters.
Now there is nothing wrong with quantity if you’re a marketer. But for sellers like us, the key to success is building relationships with prospects who value your products and services. Dialing or spamming a list that you bought may not be the best use of your time. If prospects don’t see the value, why waste time trying to change their minds? Silly right? For master sellers, it’s a process of cultivation and curation.
At the same time it’s the road less traveled for your competition. So differentiate yourself with a compassionate ear. These are the behaviors buyers appreciate, plus it’s easier!
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.
Listening Options
You can find us on: