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”.

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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

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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. 

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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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How To Advance the Sale – Step by Step #503

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How To Advance the Sale – Step by Step #503

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Ever notice how after a sales call, it feels like the deal is moving at the speed of a glacier melt? I mean, who knew closing deals was like waiting for paint to dry? In today’s episode, we’re diving into the thrilling world of why deals move slower than a tortoise with a GPS glitch. Let’s crack the code on the sales process, the buying process, and the intricate dance of advancing the sale, all with the ultimate goal of closing – well, maybe not today but someday

Today’s Chapter: Advancing the Sale

Questions lead to sharing.
Sharing leads to an appointment.
Appointment leads to possibility.
Possibility leads to belief.
Belief leads to a quote.
Quote leads to purchase.

The largest of sales begins with a response to the smallest of acts.
This is called advancing the sale.

Today’s Story

At the end of the sales appointment, Pat and Chris thanked their hosts and walked out of the building across the parking lot, chatting about the weather and remarking on the beautiful day. When out of earshot  Pat asked Chris, “So how do you think it went?” 

“I don’t know.” responded Chris, “They seem interested, but are guarded. I was hoping they would agree to buy but it’s clear, they’re not ready.”

“I agree,” said Pat “but we did advance the sale. I like that they asked about references and are particularly focused on our new features. We’ve got our homework to do but we’re still in the game.”

Chris asked, “So you don’t think they’re just being nice and don’t want to say  they’re not interested?”  “Not all,” said Pat. “ The longer we stay in dialogue, the more likely they will buy. Today we advanced the sale and that’s a good day of work.”

Take Action Quote

Sales professionals are not order-takers. If buying your product was easy you only need an online order form to watch the sales roll in.   But that doesn’t work for complex products and services. Prospects need help making a buying decision, but it takes time and patience. Lao Tzu wrote, “The journey of a thousand miles starts with a single step.” The same is true in sales. If you can advance the sale one step, count it as a win. You’ve done your job. 

 

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How to Give Control to Take Control When Selling #502

How to Give Control to Take Control When Selling #502

My wife says I worry too much. I think I don’t worry enough.  I’m always on the lookout for trouble and control what I can to avoid drama. Control is my secret power, and it’s also my greatest weakness. Bringing a control attitude into the sales profession was a turn-off to many prospects. By trying to control the sales process and wrangling the prospect’s actions it had the opposite effect and killed deals. It was by studying the Tao I got the idea of taking control the sale by giving control to the prospects. It was a brilliant albeit belated idea I had because works amazingly well. Today’s topic is how to give control to take control when selling.

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.
Asserting with vanity
chases business away.

Rules about handling, managing, and fooling the buyer
never acknowledge what truly rules.

By not controlling the sale, the sale is controlled.
Give each buyer space
knowing each deal has its own course.
Take their lead and you’ll get there.

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 taking preemptive action, the deals never progressed as planned. Buyers would change direction at 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.

“What should I do?”, Chris asked.

Pat laughed, knowing from personal experience that the tighter you squeeze a slippery fish, the faster it slips out and back into the water.

Pat responded, “Expect change, it’s the one constant in the world Chris. 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

Like Lao Tzu, the Greek philosopher Heraclitus is famous for his love of paradox and wordplay. He too believed in the unity of opposites and harmony. Heraclitus saw the world in a state of flux that was always “becoming”, but never “being”.  He is famously quoted as saying, “No man ever steps in the same river twice.”

The same is true of prospects.

No two prospects are alike. Each prospect knows what they want. At the same time, they may revise their needs at a moment’s notice. Master sellers expect this. They accept fluctuations like the sea expects tides. They are happy to help in whatever capacity they can. They trust it will all work out.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

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What is The Tao of Sales Babble #493

What is The Tao of Sales Babble #493

Each week we apply the Taoist philosophy to some aspect of sales. We may talk about prospecting, qualifying, and closing, and share some practical Taoist examples using little parables involving Pat, Chris, and Lee. I’m unusually fascinated by this topic, a bit of a fanatic,  and have coined this topic the Tao of Sales Babble. Why babble? To quote Lao Tzu, “Sincere words are not fine; Fine words are not sincere.” Lao Tzu taught that understanding and wisdom do not necessarily rely on eloquent or elaborate speech. When it comes to sales, there is a plethora of babble about selling, and most of it is negative. I believe true wisdom comes from sincerity and a deeper connection to the fundamental truths. That’s what I call the Tao of Sales Babble. Today let’s babble about those fundamental truths. 

Today’s Chapter –  Tao of Sales Babble

The Tao of Sales Babble is the center of all selling.
the seasoned seller’s treasure,
the new seller’s refuge.

Honors can be won with fine pitches
Respect can be earned by exceeding quota.
But the Tao of Sales Babble is for everyone,
not just the rich and powerful.

Don’t offer the new leader,
Platitudes and praise,
Offer the the Tao of Sales Babble.
Its wisdom never runs out.

Why is it respected? Because it works.
You can always find what you need in it.
When you make a mistake, it’s forgiven.
Trouble never finds you.

Today’s  Story –

The new boss, Pat,  started today. Chris had heard that Pat had a storied career and held company records for the number of closed sales and revenue dollars. Given Pat’s record Chris assumed Pat was another hard-charging sales manager, bent on being the best, and richest. 

“It’s great to meet you, Chris,” Pat started.  “I‘d like to learn all about you, what you’re working on, and your expectations for the year. Do you have a sales philosophy? What is it?”

Chris took in a deep breath and considered pivoting by complimenting Pat and repeating back all the accolades that had been shared on Pat’s bio. But as a  devotee of the Tao of Sales Babble Chris took a different path. 

“I think it’s best to take each deal as it comes and let the buyers dictate the pace and scale. Strong arming prospects into buying never works. It’s best to have a full sales funnel and let the deals work at their own schedule. That’s how I’ve found success.”

Pat smiled when hearing this. It was unexpected. With a lowered voice Pat said, “Chris, I think you and I are going to get along very well.”

Take Action Quote

Lao Tzu says,

All streams flow to the sea because it is lower than they are. Humility gives it its power. If you want to govern the people, you must place yourself below them. If you want to lead the people, you must learn how to follow them.

This is what it means to be a good boss. The Tao of Sales Babble is for all sellers. It has a feel that’s egalitarian. It doesn’t lord over anyone. The Tao of Sales Babble is instinctual. once you know it, you know what to do.   It cannot be put into words, but we do what we can on this podcast. 

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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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Six More Taoist Sales Lessons That Make Common Sense #492

Six More Taoist Sales Lessons That Make Common Sense #492

This is the podcast where each week we apply an aspect of Taoism to sales. Last week we departed from this structure and surveyed six Taoist sales lessons instead of a single aspect. Each lesson contained common sense practical advice.  This week we’re going to do six more and if you haven’t listened to last week’s episode, that’s OK. These lessons aren’t in any order There is no need to go back before listening to this episode. But I do urge you to listen to it, especially if you’ve found value in this episode. 

As I said these lessons are solid advice that speaks to the art of sales, not just the science. This Taoist advice talks about mindset and intuition and how to approach selling at an instinctive level. Real life is filled with randomness and chaos. No one script or formula can address all possibilities. That’s why I’m a strong proponent of having a mindset that can address all challenges. Frankly, I’m fascinated by these concepts which is why I geek out on Taoism and why I’m excited to share them here on the pod. Listeners say this selling advice is applicable across many levels of life. Why not check out and see if this is true for you too!  

Listen more than you talk 

You’ve probably heard the old saying since God gave us two ears and only one mouth you need to listen more than talk. If everyone’s talking and no one’s listening, there is no communication.  It’s no secret that the world is full of talkers and people trying to sell, convince, joke or even just hear their own voice.  Lao Tzu’s advice is to take a break from the noise and control your desire to be heard. 

You can’t qualify a prospect if you don’t know what they want. You have to give them space to talk which requires strong listening skills. The notion that great talkers make great salespeople is a myth.  It’s just the opposite. Great listeners make great salespeople. 

In the Tao Te Ching Lao Tzu said, 

“Those who know do not speak. Those who speak do not know.”

Be honest with your speech

The reality of a situation may not always be pleasant or attractive. Eloquent or attractive language doesn’t necessarily equate to truthfulness. Yet oftentimes salespeople are loosy goosey with their language and fail to represent their products fairly and honestly. 

The truth can be harsh, uncomfortable, or even ugly. You may not have the best product on the market. But in the long run, you’re not fooling anyone. Buyers know flowery or beautiful language doesn’t guarantee what’s being said is true. Lao Tzu speaks at length about how wise men needn’t prove their point, and those who do are not wise. Buyers who’ve been wronged know this and so will the world given social media. Bad news and bad reviews travel fast.

As Lao Tzu says, 

 “The truth is not always beautiful, nor beautiful words the truth.”

Avoid conflict. But if you need to fight, fight to win.

In the course of any life, there is going to be conflict despite all efforts to de-escalate and compromise. It’s a fact of society that people argue. But be careful who you consider your enemies and how fixed is your view of the argument.  Sometimes sellers see closing a deal as a competition and the buyer is the enemy. Sometimes sellers see their competitors as enemies and sometimes they see their cllegues as enemies who erect barriers that stop their ability to sell. Too often we let our emotions control our actions and not the other way around. 

But if a fight can’t be avoided, Lao Tzu encourages us to let our opponents exhaust themselves with their own hate and anger. Don’t reciprocate with anger. He recognizes that sometimes you do need to compete, fight for your basic rights and survive. But when it comes to such situations, Lao Tzu advises we temper our emotions,

“The best fighter is never angry.”

Stay humble 

Life has its ups and downs. You’ll have wins and losses. This is especially true when it comes to sales. Very few of the prospects that enter your sales funnel will pop out the bottom as closed deals. But you will have your wins and whatever great things you do and however knowledgeable you become, Lao Tzu encourages humility. He says that the truly wise are people who realize how much of life will remain a mystery no matter how much knowledge we accumulate. We call these people lifelong learners.  Lao Tzu said,

“The wise man is one who knows what he does not know.”

Remain patient

We live in a fast-paced world filled with expectations of instant instant gratification. Hungry? Order out for delivery. Achey? Take a pill for relief. Bored? Infinite scroll your latest favorite app. Prospect won’t reply to your email?  Send 10 more. Impatience is the mother of mistakes and the father of stress. 

Nature teaches us that everything is interconnected with everything. It’s folly to expect complex problems to be solved instantly with the flick of a switch. Business deals take time. Decision-makers have many competing issues to contend with.  There is no need to rush. Everything will work out in the end. If the deal is meant to happen, it will. 

Lat Tzu reminds us how given time, the oceans have milled the finest of sand. He says,

“Water is soft, but given time it can cut through the hardest of rock.”

Don’t fear endings

Taoism is a philosophy that seeks a balance of the yin and yang. It urges us to work together with nature and not against it. Nature is a constant cycle of births and deaths, beginnings and endings. We need to accept this. 

Endings can be extremely sad and painful yet from another point of view, things may not be as bad as they seem. As sales professionals in a market economy,  jobs come and go. Mergers and acquisitions are as common sunrises and sunsets. So too are firings and layoffs. These experiences can sadden us, but when we reframe the experience as an opportunity, new possibilities may arise.

Lao Tzu urges us to keep in mind, 

“New beginnings are often disguised as painful endings.”

With that said if you’re enjoying your job don’t take it for granted. Practice gratitude and thank the heavens. Someday, and that day will come sooner than you think, that job will go away. You don’t own it. All you own is your profession. 

And that’s our six lessons for today. As you can see, these are not prescriptive lessons, The Tao has no recipe or numbered steps that guarantee results.  It is like when Louis Armstrong was asked: What is jazz? He said: “If you have to ask, you don’t know.” But I hope this week you’ve got a feel for it and you’ll be able to apply it to your life and your selling. Or maybe to be more precise, I hope you’re able to allow it to happen in your life and your selling.  Good luck.

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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. 

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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.

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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Six Taoist Sales Lessons That Make Common Sense #491

Six Taoist Sales Lessons That Make Common Sense #491

Each week the Sales Babble podcast applies the Taoist philosophy to some aspect of sales. We may talk about prospecting, qualifying, or closing, and dig into the details with some practical Taoist examples with little parables involving Pat, Chris, and Lee. This is a topic near to my heart. I started studying Taoism for over over 30 years ago. From my studies, I’ve come to some realizations that I want to share. So this week I’d like to diverge and take a broader view than one topic and instead talk about some Taoist lessons that apply across all aspects of sales, and life too. Here are six Taoist sales lessons that make common sense.

This first lesson is to embrace change.

Change is the one thing that never changes and there is nothing you can do about it. Change is how we measure time and we are all time bound. We see this in the markets all the time. One month a product is hot and easy to sell. And then by the next season, nobody wants it. Some changes happen slowly, some in an instant. Either way, if you accept that nothing remains the same but change,  you’ll live a happier life. As Lao Tzu says,

“Life is a series of natural and spontaneous changes. Don’t resist them; that only creates sorrow.”

The next lesson is to let go of labels.

Language is a highly useful and fascinating part of human evolution. One of its downsides is the need to categorize and label everything, particularly people. This is easy to do when you’re trying to quickly peg a prospect. Salespeople like to pride themselves on being able to quickly size buyers up. But too often we are wrong and project stereotypes that don’t fit the situation. Plus we like to label ourselves with opinions like “I can’t do this or I’m only good at that.” Lao Tzu urges us to avoid defining and labeling. Approach your life without judging. Accept others for who they are, and accept yourself too. Lao Tzu encourages us to be our authentic selves and not pretend to be some label. Lao Tzu says,

“Those who define themselves can’t know who they really are.”

The next lesson is to stop looking for validation.

Too often we care too much about what other people think. When we abdicate our power to others, they have the ability to control our hot buttons. We lose agency. This can happen when we deal with our bosses, and customers too. Needing the stamp of approval from others can self-sabotage everything you do. Lao Tzu urges everyone to let go of the need for outer approval. He says,

“Care about people’s approval and you will be their prisoner.”

The fourth lesson is to genuinely be generous.

We like to think of ourselves as generous, especially when we think of the things we do for family and friends. You may also go out of your way and help your customers and give a little something extra to loyal clients. But for Lao Tzu, generosity goes beyond sometimes being generous or giving things. It involves a mindset shift from “What will this get me?” to “How can I give in this situation?” It’s not about a “give to get” mindset that will somehow help you make your commission. Lao Tzu emphasizes that giving is actually the best way to receive something more beneficial than possessions or objects. He says,

“The sage does not hoard. The more they help others, the more they benefit themselves. The more they give to others, the more they get for themselves.”

The next lesson is to help others.

The greatest form of generosity and giving is offering your time and energy to others. In my experience, when I’m unsure of what to do next, I move my focus to others and understand their desires, challenges, and fears. It is then that I know what to do. This naturally applies to sales when qualifying prospects to see if we can help, and it applies to closing too, allowing the prospects to make the decision they want to become customers. As a seller, we’re just here to help.

We are social animals and people are happiest when we’re part of something greater than ourselves.
Lao Tzu said,

“The sage has no mind of their own. They are aware of the need to help others. They are good to people who are good. They are good to people who are not good. Virtue is goodness.”

Lastly, make gratitude a daily practice.

Gratitude comes naturally when you start to observe all the thank yous that you say throughout the day. For me that first cup of coffee in the morning is such a joy. It reminds me that to be alive is a miracle. When you feel appreciative of what you have, it creates deep empowerment and peace within you. As sellers be thankful for having a product or service that provides value. Be thankful for your leads, your office, good health, and the confidence to prospect. Lao Tzu reminds us to appreciate that real wealth is in realizing how blessed you already are. He says,

“If you realize that you have enough, you are truly rich.”

And that’s the last lesson for today.

To review the Taoist sales lessons, first embrace change, next, let go of labels, the third is to stop looking for validation in others, next genuinely be generous, the fifth is to always help others, and sixth and last is to make gratitude a daily practice.

Taoism instructs us how to live in harmony with the world and the energy found in it. One of the main ideas is the belief in balancing forces, or yin and yang. Yin and Yang show that everything in the universe is connected and that nothing makes sense in isolation. We see this in the organizations we work in, communities we live in, and the markets we sell in. It’s all connected and it’s all one thing. The sooner we set our narrow sense of self aside and accept this interconnectedness the easier our lives become. These six lessons are only the tip of the iceberg. Next week we’ll cover six more. But for this week, let’s focus on this moment in time.

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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. 

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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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Sales Wisdom Comes From Failed Deals, Are You Sure? #482

Sales Wisdom Comes From Failed Deals, Are You Sure? #482

In our culture winners are heroes.  Our movies, especially American movies, prefer underdogs who find success with persistence and grit.  Yet these overnight sensations rarely happen overnight, Instead, it takes years filled with mistake after mistake after mistake. Sales wisdom comes from failed deals. In this episode, we babble about the challenges in business and how inevitably we will screw up. But if you keep at it, you will learn what not to do, and more importantly, what to do to find success.

Today’s Chapter: Sales Wisdom

Accept lost sales willingly.
Accept failure as the human condition.
Accept your own fallibility
nor be overly concerned with wins and losses.
Imperfection comes with being a human being.

Perfection is an ideal never obtained, yet always top of mind.
Surrender yourself to your own limits,
then you can be trusted with the tools for making sales.

Once you appreciate your strengths and weaknesses,
you begin the journey to becoming the Master Seller.

Today’s Story

Slowly, Chris hung up the phone. Chris had just been informed that the buyer had picked another vendor.

“I never felt right about this deal,” Chris observed. “I misspoke at the sales call, a fatal mistake I just couldn’t fix. I don’t know. I guess I’m never going to get good at this job. Maybe, sales isn’t for me”.

Pat, took in a breath and then let it out slowly. It was a slow exhalation, like a large ocean wave.

Placing both palms down on the table Pat said, “This is the thing. We all screw up. What separates winners from losers, is that winners learn from their mistakes. Be mindful of your imperfection. Failure is your teacher. We don’t learn much from our successes, wisdom comes from mistakes.”

Take Action Quote

Former basketball star Michael Jordan of the Chicago Bulls is noted for saying,

I can accept failure. Everyone fails at something. But I can’t accept not trying.

When we approach lost deals with a growth mindset, we can embrace the lessons it offers. Use those failures as stepping stones for self-improvement. This is your opportunity to gain valuable insights, develop resilience, and cultivate a deeper understanding of yourself and the markets around us. Wisdom rarely arises from success but from the missteps on our journey.

 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting that 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 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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What is The Tao of Sales Babble? #477

What is The Tao of Sales Babble? #477

If you’ve been listening to this podcast for a while you’ve probably had a vague question about Taoism. It probably doesn’t keep you up at night but you know Pat’s been talking about it for nearly two years. Given the Chinese music and Chinese names you probably know it’s from China. And you probably know it was written by an old guy name Lao Tzu.  But anything beyond that, you haven’t a clue. Given your interest in the Tao of Sales Babble, it only makes sense that take a moment and teach you just a little bit about the source material. What is Taoism? That’s the topic for today.

What is Taoism

Taoism, also known as Daoism, is a philosophical and spiritual tradition originating in ancient China that emphasizes living in harmony with the Tao, the underlying principle and force that guides the universe. It promotes naturalness, spontaneity, and the cultivation of inner wisdom through principles such as wu-wei (non-action), the balance of yin and yang, and harmonizing with nature.

Taoism encompasses practices like meditation, energy cultivation, and inner alchemy, aiming for spiritual realization and unity with the Tao. It has had a profound influence on Chinese culture and offers a holistic approach to life, emphasizing simplicity, balance, and the pursuit of inner harmony. It’s also had a profound influence on Pat’s selling skills.

Links to Translations of the Tao Te Ching

Lao Tsu Tao Te Ching translated by Gia-Fu Feng and Jane English
This was the first book I read on Taoism. Beautiful photos, true to the source.

Tao Te Ching translated by Stephen Mitchell
This was the first translation that spoke to my heart. The author takes liberties at times.

Tao Te Ching translated by Derek Lin Annotated and Explained
This is fine translation with extensive notes explaining the concepts and other possible meanings

Getting Right with the Tao by Ron Hogan A Contemporary Spin on the Tao Te Ching
This is a paraphrase from other translations in very modern English. It’s brutally clear.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting that 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 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?

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 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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You can find us on:

 

Chasing Money Chases Away Sales #476

Chasing Money Chases Away Sales #476

What do they say, money isn’t everything but everything needs money? And then there’s the converse. Author Margaret Bonnano said, 

“Being rich is having money; being wealthy is having time.” 

These are two extremes. One is the yin, one is the yang. Yet  the Tao teaches us to travel to the center and search for equilibrium. Sometimes, myself included, I’ve let my hunger for a commission screw up my thinking and screwed up a deal. Sometimes chasing money, chases away sales. So it begs the question, where is that perfect balance between being totally money driven vs pure altruism? Chasing money, that’s the topic for today.

Today’s Chapter: Risk of Chasing Money

Fill your calendar to the brim
Like a cup it will spill
Keep sharpening your pitch
and it will blunt.
Chase after money and fame
and you’re bound to a rat race.
Care about people’s approval
and you will be their prisoner.

The simplest joys are the most profound
There is more to life than acquiring wealth.

Do your work, then step back.
It’s the only path to serenity.

Today’s Story

Chris was having a killer year. For the last 5 quarters Chris had exceeded quota. Pat was happy for Chris yet lately noticed a growing listlessness. Curious about the change of behavior Pat asked “You’re not as spirited this week. You seem a bit down. What’s going on?”

Chris shrugged, “I’m fine.”

Head shaking Pat said, “No, something’s going on, what is it? Do you need to take some time off? You’ve barely taken a day off over the last two years.”

Chris nodded, “Well to be honest, I’m just not feeling it. I’m not hopping on the sales calls with the same energy. Plus it’s getting tough at home. My family feels alienated and even my dog barely acknowledges me when I get home. I’m wondering how much longer I can do this. Maybe I’m not cut out for sales.” 

“I see,” said Pat. “I know it’s been a huge goal for you to win the President’s Award and experience the prestige and acknowledgement that comes with it.”

Chris nodded. Pat went on, “And we’ve talked at length about how you want to be wealthy and all that comes with that. To be honest, as a manager I love that drive. But there is more to life than making money Chris. When you stop chasing money and start chasing purpose, everything falls into place. You’re a natural at sales. I think if you add some balance to your life, you can find peace and still find success in business.”

Chris nodded and the two of them reserved Chris’s vacation time on the group calendar

Take Action Quote

The billionaire and one time Presidential candidate Ross Perot said

“So many people spend their lives chasing money and end up as the richest men in the cemetery. I don’t want to be like that.”

In my experience when sellers work excessive hours to chase commissions they create an unsustainable lifestyle. Taoism teaches that the good life is one of balance and equilibrium. You can only live in an extreme for a short period of time. To find balance the pendulum will swing to the opposite and that’s not good for business, your career nor your mental health. 

Like they say, water always seeks its own level. The same is true for each of us. Find that level. It’s the only path to serenity. To quote Henry Dave Thoreau,

“The only wealth is life.”

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 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?

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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You can find us on: