Category: Mindset

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How to Take the Good with the Bad When Selling #461

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How to Take the Good with the Bad When Selling #461

Have you ever tried to bend a deal to your will only to have it break? This is something humans do all the time, thinking that we can will nature to do our bidding. This is not the case. Savvy sellers know that winter follows fall, fall follows summer and summer follows spring. Like farmers, they understand their sale cycles like phases of the moon. How do we adopt this point of view as sellers? 9That’s the topic for today.

Today’s Chapter: Making Hay

Some say you need to take
the good with the bad.
But the Master Seller sees no difference.

Some days it rains
Some days the sun shines.
Both necessary for
For a rich harvest.

Knowing that the easy day
is balanced with the hard,
The Master Seller makes hay when the sun shines
For tomorrow it may rain

Today’s Story

Chris was having a good month closing deal after deal. Like they say, this is a good problem to have. But it was a problem since it made for long days and long weeks.

“I’d like to take some time off” Chris mused.

“You can” said Pat “but you might want to rethink that”.

“Why?” said Chris.

Pat went on
“Remember what happened last year? Most of our business happened in these two months. Then it was all we could do to squeeze out more for the rest of the year. It might make sense to suck it up and keep at it for another 4 weeks.”

Chris nodded
“Oh yeah I do remember. This business is so seasonal. Nevermind, I’m going to stick to it”.

Take Action Quote

According to Canadian poet Brian Brett

“Farming is a profession of hope”

Isn’t this true of sales too? Monthly goals and quotas can be silly if they don’t take into account the cyclic nature of purchasing. The awake seller does their work and accepts the seasonal pattern of the world. They make hay while the sun shines.

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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Why Value is Key for All Decisions #456

Key in lock

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Why Value is Key for All Decisions #456

Key in lockFrom the buyers point of view, all sellers look alike. That’s why price is one of the first things buyers mention. But here’s a selling secret for you, it’s not what they truly want. What they want is alleviating some pain or making reality a noble aspiration. Have you heard the old tale for the want of a nail the kingdom was lost? The same is true when selling. When a seller fails to know the value desired by the buyer they disrupt the Taoist wu-wei of frictionless selling. Value is what matters and it trumps all decision making. When you can show value that the buyer wants, the sale is easy-peasy and that’s the topic for today.

Today’s Chapter: Value is Key

The market doesn’t take sides
It prefers neither you nor your competition.
The buyer doesn’t takes sides
They regard all vendors as a commodities

The space between the market and sellers
Is an open doorway
Empty, yet Sellers can enter
Opening and closing it produces opportunities.

Assuming hastens failure
Check your ego
Awake to the value you provide

Today’s Story

At their weekly one-on-one Pat asked Chris about a specific  deal in the pipeline.  Chris answered, “I don’t think we’re going to get it”. Pat was surprised “Really I thought it was a done deal”.  

Chris sighed “I know I know. I did everything I could to build a relationship. I’ve  been patient and listened and done everything right and they appreciate all I’ve done. But this is the thing.  We don’t have the Fulltrack service. It’s a deal breaker.”

Chris paused and then moaned “I thought people bought from people they know like and trust!”

Not if you can’t give the value they want” quipped  Pat “Did you show them our SemiTrack functionality? It  provides 80% of the value of FullTrack. That might be enough. What exactly do they want?” 

There was a long pause.

“I’m not sure” said Chris “I never asked that pointed of question”.

“Well” said Pat “You better fo call them right now. Most of our clients are happy with the Semitrack. Talk value and turn this deal around”.

Take Action Quote

It’s the sellers responsibility to discern they buyers wants from needs. If it’s a want, there are multiple ways you can overcome the objection. But if it’s a need, no amount of selling is going to crack open their checkbook. Unfortunately many sellers don’t fully understand the value their own products and services provide. It’s up to us to explain things in plain language. The best explanation speaks to the Value we bring. Roy Disney (cofounder of Disney Studios with his brother Walt) once said.

“When your values are clear to you, making decisions becomes easier.” 

That says it all, right?

Habanero Media Network

Listen to our other podcasts at Habanero Media

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 Overcome The Gatekeeper #455

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How to Overcome The Gatekeeper #455

When  B2B selling you’re often calling on large organizations that by design make it hard to connect with an executive, or figure out who’s the right person to talk to. Sometimes these companies have administrative assistants tasked as gatekeepers/ They do everything in their power to stop sales people from talking to their boss. What’s a seller to do? Taoism teaches that the harder one tries, the more resistance one creates for oneself, and the harder things become. This is quite a conundrum. So what can we do to soften the hardest of gatekeepers? That’s the topic for today.

Today’s Chapter:  Overcoming the Gatekeeper

Water is soft to touch
Yet can overcome the hardest of granite
An authentic desire to help
Can overcome the hardest Gatekeeper.

I was in the area.
Thought I would stop by.
Here is some information, you may find of value.
Would you like to learn more?

Not pushing, not bullying,
not rushing the moment.
A genuine desire to help and befriend
Opens doors to opportunities.
Lest the listener gets bored.

Today’s Story

Towards the end of the day Chris knocked on Pat’s door. “I wonder if I can pick your brain?” asked Chris. “Sure” said Pat. Chris smiled and said “I appreciate the opportunity to work these larger deals but they all have assistants and I can’t get through to the decision maker. What am I to do?”

Pat nodded. “I know this sounds hard but it’s not. Some gatekeepers are defensive, some not. Just remember they are all people. If you’ve left a number of unreturned messages, ask their advice on when it’s best to call. Ask their advice on who’s the best person to call. Treat them like the boss, ask the qualifying questions, they often know the answers. Heck sometimes they are the decision maker. 

Chris asked “So what’s the mindset I should have?”

Pat replied “Be a floating log in the river, you go farther going with the flow, then try to paddle upstream. Put yourself in the place of the gatekeeper, embrace who they are and respond in kind”

Take Action Quote

Some gatekeepers are on power trips. It’s tough to get around them. I know. But with patience and when you interact with complete respect, you can turn around the hardest of Gatekeeper. Abraham Lincoln said.

“If you wish to win a man over to your ideas, first make him your friend.”

This lesson is essential in all selling situations. When you can turn strangers into friends, even gatekeepers,  with respect and patience anything is possible.

Habanero Media Network

Listen to our other podcasts at Habanero Media

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 a Great Sales Presentation is Like a Fine Meal #454

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How a Great Sales Presentation is Like a Fine Meal #454

The Tao Te Ching says that in order to be light on your feet you need a steady mind. That’s what it takes to entertain guests during this holiday season. Right? A lot can go wrong, but it can be dealt with when you expect problems.  The same is true during a sales call.  Adept sellers are proficient at  juggling a number of balls at once. Each presentation is a full course meal. You don’t want to serve up too much of any one dish during the meal. It takes balance and patience. That’s the topic for today, how a great sales presentation is like a fine meal.

Today’s Chapter:  Client Meal

Mindful of your dress
Choose your dinnerware carefully.

When making your pitch
Spoon feed the details slowly.

Table any issues
You can’t address to completion.

Cut your pitch
Into bite size amounts.

Be careful not to have the horse
Follow the ala carte.

And when you come to a fork in the conversation,
Pick it up
Lest the listener gets bored.

Today’s Story

On Monday Chris asked Pat “How was your holiday? When we talked last week you were a bit worried” Pat let out a long breath and said “It was a bit rocky. But that’s family. Right? The food was great but there were moments of sniping about politics, sibling rivalry and past mistakes dug up. I was more interested in the families and how everyone is doing. But it kept going off the rails. I regret I didn’t take the fork in the road”  

“What do you mean by that?” Queried Chris, 

Pat said “It’s like making a pitch. It takes a lot of work to plan a quality presentation, just like a great feast. But sometimes prospects sabotage the presentation by going off tangent on controversial topics. The seller needs to be the grownup in the room. Sellers need to  steer the conversation back on course. I had an opportunity to take the fork in the road. I didn’t and

Take Action Quote

Yogi Beara, the major league baseball catcher, manager and coach  was known for his impromptu comments, malapropisms, and witticisms. Yogi once said

“When you come to a fork in the road, take it.”

This alludes to the importance of mindfulness and opportunity because it’s easy to fall into a rut of habit. Buyers can pick up on these things and when that happens  and you become a commodity. That’s not good. To further the restaurant metaphor, Yogi Beara also said that

“Nobody goes there anymore. It’s too crowded.”

That is the challenge of branding, to differentiate yourself from the rest, or nobody’s going to go there anymore. Value and ROI, that’s the ticket for a successful and  great sales presentation. 

Habanero Media Network

Listen to our other podcasts at Habanero Media

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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Lessons To Be Learned From Lost Deals #453

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Lessons To Be Learned From Lost Deals #453

Excuse me if I sound muffled. My head is in a fog. Last week, just before the Thanksgiving holiday I tested positive for Covid. At first I thought it was allergies, or a cold. But no, it’s this. I must have contracted in Las Vegas where I attended MJ Biz. I guess this is the exception to the rule that what happens in Vegas stays in Vegas. No, it hopped on the plane and traveled to Chicago. With that said it’s been a quiet and private holiday. Just myself and Denise, hot tea and the Tao Te Ching. Today we discuss how to take lessons from lost deals. All the world is our tutor, don’t you know?

Today’s Chapter:  Lost Deals Are Tutors

Sales is a process of becoming.
Like budding trees in spring
They are in constant flux.
Shaped by deals both won and lost.

While others elect to stay the same
The Master Seller knows this is folly,
From the death of a purchase
They learn from past mistakes
See lost deals as tutors
For new deals yet to come.

Trusting in the process,
They approach prospects like a newborn
Buyers see the sellers as honest;
A vendor here to help.

Today’s Story

On the phone Pat called Chris and said “I just heard the bad news. So sorry the deal fell through”.  “Thanks” said Chris. “I appreciate you reaching out. It hurt! But to be honest I wasn’t surprised. Remember all those caveats they had in the contract? I knew, something was amiss” “Yes, my thoughts exactly” said Pat

Chris went on “I guess they never fully shared their concerns”. “Not so much that” Said Pat “they never fully trusted us”. Or maybe” responded Chris “They never fully trusted themselves. You know I don’t know what they really want.  I bet that’s the lesson for next time.”

“I like this insight. You’re right,” said Pat “That is the lesson”.

Take Action Quote

The Los Angeles Lakers basketball phenom Lebron James has repeatedly said

“You have to be able to accept failure to get better.”

Every conversation, every relationship, every prospect, client and customer is your tutor. Everyone has something to teach you: how to be a better sales professional or at the very least what not to do. In chapter 48 the Tao Te Ching it says

“In pursuit of knowledge, every day something is added. In the practice of the Tao, every day something is dropped.”

This applies to selling too. Life and selling is in continual change. Be awake to it. 

Habanero Media Network

Listen to our other podcasts at Habanero Media

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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Why No Two Buyers Are Alike #452

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Why No Two Buyers Are Alike #452

Ever get in a situation where you think you have a handle on selling and then you meet a prospect who’s 180 degrees out of sync with that strategy? Confusing right?  In today’s episode we delve into the reality that no two  buyers are alike. Lao Tze wrote often about actionless-action of wu wei or what we commonly call being in the zone. In this state, there is no past and no future, there is only the present. In the present we accept buyers for who they are, making no assumptions and allowing them to buy, the way they want to buy. That’s the topic for today.

Today’s Chapter: No Two Buyers Are Alike

Some want quick answers
Others copious details
Some a relationship
Others the bottom line
Some see purchasing a necessary evil
Others a social event.

The Master Seller discovers the prospect’s buying style
And tunes their presentation accordingly.

Meeting the buyer where they’re at
The sales process is crafted as needed.

Today’s Story

Chris and Pat met for lunch to get caught up on the day. . Chris was unhappy about the morning calls. “I just don’t get it”. Chris bemoaned. “I met with this prospect and tried to explain as simply as possible the benefits of  the new services package and respect their time but they kept diverting the conversation to a number of topics, news, sports and staffing issues and before I knew it, we had to end the call since the time ran out. Frustrating!” 

Pat asked “Did you do anything different on this call than other sales calls?”  “Nope” responded Chris “I followed the same presentation that’s worked a 100 times.”  

Pat nodded “Some buyers are like that. It’s lonely at the top and some love to talk and talk and talk. Which is confusing for sellers because some buyers just want to get down to brass tacks. The truth is no two people are the alike and the same is true for our buyers. Success depends on our ability to conform to the way our prospects want to buy. Relax, these people want to get to know you. Be patient, build trust and it will all work out”

Take Action Quote

The comedian Chris Rock once said

“I have no idea what my best material is. Different people like different things. I’ll say this: The political stuff gets the press, but the relationship jokes sell all the seats.”  

The same is true for master sellers. What works on one buyer probably won’t work on another. The key is to be flexible and focus on building a relationship.

Habanero Media Network

Listen to our other podcasts at Habanero Media

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 Get Lucky in Sales #451

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How To Get Lucky in Sales #451

How’s your luck been lately? Have the winds of fate been in your favor?  Or is it the case that the only luck you have is bad luck? Well our Western culture poo poohs the notion of luck because luck has an element of randomness to it and Westerners don’t like that. They love to be in control. The self-improvement industry beats the drum that hardwork is the sure path to success. If you haven’t reached it by doing X amount of work, it advises that you need to 10X it. You need to go all in. In a

way the Tao agrees. Lao Tzu speaks of the power of water and although it’s soft but over time it can cut through the hardest of rock. That’s what happened to the Grand Canyon. But the Tao also speaks of the cyclic nature of life, the ongoing passing of the seasons. You won’t find success in the snow shoveling business in July. It’s not bad luck, it’s just not your time. There is something to this paradox of hard work vs opportunity. Let’s examine it. Luck, that’s the topic for today. .

Today’s Chapter: True Nature of Luck

Gamblers lose jobs
Disciplined professionals survive.
Though some risks are successful
This is not the case in the long run.

The Master Seller doesn’t exert
Yet expertly they overcome.
They hold their tongue
It’s by listening the deal is won.
They are unhurried
Yet excel in planning.
They believe in the sales process
and honor it

Today’s Story

Chris missed quota for the third month in a row. Pat could see why. Most of Chris’s prospects didn’t fit the ideal client profile. Pat asked “Why are you chasing the wrong prospects? You’ll never close these deals.” “Really” answered Chris. “I think they’ll buy.. Remember that huge deal I closed in the summer. These are just like them. I’m just having a run of bad luck”.

“Hmmm” said Pat “True you did get lucky that time. But you can’t rely on bluebirds in this business. It’s time to improve your odds” 

“So what should I do?” asked Chris.  

Pat answered “The way I see it” “You’re fishing for whales. But they’re aren’t a lot of whales.  If you want to catch trout, you go to a trout stream. You don’t go to a river, or a lake nor even the ocean. You go where the fish swim and it’s there you cast your line”

Take Action Quote

According to the Roman philosopher Seneca: “Luck is what happens when preparation meets opportunity.”On one day  If I make a couple cold calls and I don’t reach anybody, does that make me unlucky? But on another day  if I make 20 calls and reach two people does that make me lucky? If you’ve done the preparation, if you know your ideal client, if you know their challenges and the benefits you can provide, well then it’s just a matter of wading into the stream, and fishing for qualified fish. Opportunity. You have no expectation this cast will be the one, you’re in wu-wei, no action. But eventually your time will come, when you least expect it and the line will grow taught. You’ve got a prospect!

Habanero Media Network

Listen to our other podcasts at Habanero Media

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 Find Success with Deliberate Selling #450

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How to Find Success with Deliberate Selling #450

DeliberaThis 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.

Habanero Media Network

Listen to our other podcasts at Habanero Media

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 Keep your Sales Focus #449

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How to Keep your Sales Focus #449

Are you distracted, bored and unfocused? Maybe you’re not seeing how your sales job fits in with your greater purpose? Maybe it’s starting to feel like it’s all  a waste of time. This happens and you’re not alone.  We all have these thoughts. So begs the question: how can I set this distraction aside and focus on work? But is that really the question? Maybe we should be focusing on something else? That’s the topic we focus on today, Focus.

Today’s Chapter: Focus

Money blinds the eye
Objections deafen the ear
Boredom numbs prospecting
Distractions weaken follow-up
Desires wither the pipeline.

The Master Seller is awake
Participating in every moment
Staying on track
Keeping focus.

Today’s Story

Chris was losing focus on the job which led to the thought of quitting. During a one-on-one Pat observed that Chris seemed disengaged. Chris agreed “This job is starting to feel like a hamster wheel. I’m not getting anywhere”.  Pat nodded, “I get how your feeling, I’ve been there too”. “Really?” said Chris “That’s hard to believe. You seem so engaged with your job”. 

Pat smiled “Yeah well  I used to think my professional life was something I had to endure. I’d forgotten the reasons I took this job and there’s many like the work life flexibility, the opportunity to continually improve and it pays well tool.  I forgot all that and started thinking the grass is greener elsewhere, but I overcame it”. 

Chris leaned in “How?” Pat replied “I took some time to reflect on what matters in my life. First it’s my family, then my natural curiosity to grow, and of course helping others. I believe in what we sell here. I think it makes the world a better place. Once I reminded myself  why I took this job, it was easier to focus and do my job. Some days it’s tough. I’m only human. But focusing on my why has made all the difference.”

Chris nodded. “I should probably do that, I had a lot of goals when I started.” Pat added “Let’s keep you growing and add to your responsibilities”. And with that, Chris smiled with a new focus. 

Take Action Quote

You can improve focus by eliminating distractions, limiting multitasking and managing a todo list. But that is just a start. What can make a more dramatic improvement on your ability to focus is living a life of intent. 

Yoga YouTuber Adrienne Mishler once said

“Where your focus goes your energy flows”. 

To find focus, answer these questions: why are you here, what matters in your life and how do you want to make a difference? Being mindful of your core values can power your ability to focus on the right things. 

Work is work. It’s not a hobby. Not everyday is going to be fun. As long as you have the job you have a duty to perform the responsibilities. Finding the connection between the company’s mission and your personal mission can go a long way towards making the job enjoyable and successful.  Intention, brings focus, focus brings success

Habanero Media Network

Listen to our other podcasts at Habanero Media

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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Why Discipline is the Bridge to Sales Success #448

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Why Discipline is the Bridge to Sales Success #448

There is a lot of chaos in the world today and your company is neck deep in it, as are you  because the company is depending on your sales skills to keep it afloat. Why? Because without sales, there is no revenue. If there is no revenue, there is no company. Just because the world is in chaos, that doesn’t mean that your life must be in chaos too. From this mess you can build order when you employ a bit of self discipline. Discipline is the soul of  a business. It makes small organizations formidable; strengthening the weak with success for all. A little bit of discipline goes a long way and it’s the topic for today.

Today’s Chapter:  Discipline

Sales mastery is clear and concise
yet people prefer the side paths.

Avoiding discipline,
They are out of balance.
Lacking organization,
Deals are lost.

Where skill lacks,
Hard work steps in.
The daily grind
Polishes the professional.

Today’s Story

On Monday Pat was moved into the sales manager slot and tasked with turning around the sales team. The entire organization was struggling. A quick survey of the teams Key Performance Indicators illustrated the problem. Some days there were many outbound calls, other days none. When it came to follow up emails it was haphazard. Pat’s predecessor  was loosey goosey when it came to process and discipline. This had to stop. 

Pat called a team meeting and shared concerns about the lack of discipline. Chris spoke up saying  “We have a philosophy that sales is an art and a feel. We all wing it and that’s working.”   “But it’s not!” responded Pat.  “I’m afraid this team has been treated like mushrooms, best kept in the dark. Our sales numbers are down and the business is in serious trouble if we don’t turn this around by the next quarter.”   The team turned somber now understanding  why their boss had been removed.  

Pat went on “There is an order to qualifying leads, setting appointments, pitch services and then closing new clients. If we follow a set process, things will work out. I get that you’ve not had the best leadership, but I pledge to take the successes from my past, and make that happen here. I’m committed to your success. Your success is our success”.

And that was the first of a set of daily coaching meetings that turned around sales

Take Action Quote

Despite what many think, in discipline there is freedom. Building a structure to your life, and bringing that in the workplace is liberating. It’s a paradox, right? How can that be you might think. But this is a fact, when you put less energy into one place, it leaves more energy for other places. Instead of putting energy into deciding what to do, if you take a disciplined approach of outreach and follow up, tomorrows day will be schedule today as part of you just doing your job. All the pressure or worry evaporates. You’re expending less emotional energy worrying, and the let the discipline to the heavy lifting.

Napoleon Hill said,

“Self-discipline begins with the mastery of your thoughts. If you don’t control what you think, you can’t control what you do. Simply, self-discipline enables you to think first and act afterward.” 

Hill is spot on and it will pay off in dividends.

Habanero Media Network

Listen to our other podcasts at Habanero Media

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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