Category: Objection Handling

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How To Sell When Nobody Knows You #517

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How To Sell When Nobody Knows You #517


What do you do when your business is the best-kept secret in town? How do you get people to know about you? How do you create awareness and most importantly, how can you get buyers to trust in you, your company, and its products?  This is a situation for all startups. It’s also the case for established businesses creating new products or entering new markets. If this is your case, you’re in for a treat. In today’s episode, we discuss how to sell by sharing the idea that water, though soft and gentle, can overcome resistance and erode even the hardest of substances through its persistent and patient action. The same is true when it comes to a skeptical marketplace. In time, a persistent yet patient Master Seller can bring a new product or service to market. 

Today’s Chapter: Making the Unknown Known

At the start, all new products are a secret
filled with opportunity and possibility.
a mystery to be unveiled
from the dark to the light,
and the unknown to the known.

Like glacial streams that wear away rock,
persistent marketing campaigns bring awareness
using tenacity, patience, and grit.

Therefore time is your ally,
nurturing trust from nothing to something,
converting prospects to clients,
one by one
until the secret is no more
and the mystery revealed.

TTC #64

Today’s Story

Chris’s company recently launched a new product. It was a new market for the company and no one had heard of them.  While working on a cold calling campaign, Chris was unsure how to get the attention of buyers. 

“I keep calling but nobody answers.”  shared Chris. “The few people I’ve talked to have never heard of us and don’t trust we know what we’re doing”. 

“I guess I don’t blame them,” said Pat. “Trust has to be earned, and that’s only going to come with time”.

“Exactly,” responded Chris.”So what am I going to do since we’re the new kid on the block?”  

“When it comes to new ventures, you have to play the long game,” said Pat.
We need to follow up on leads multiple times: first an email, then a call, then a voicemail then a social media message. Then it’s a case of rinse and repeat with each time sharing a little bit more about us, It’s going to take awhile but remember, water is soft but given enough time it carved the Grand Canyon.” 

Take Action Quote

Lao Tzu said, “Under heaven, nothing is more soft and yielding than water. Yet for dissolving the hard and inflexible, nothing can surpass it. The soft overcomes the hard; the gentle overcomes the rigid. Everyone knows this is true, but few can put it into practice.”

Too often competitors rush the launch with dire results. This is a recipe for disaster Master sellers know that it takes time and patience to overcome a skeptical prospect. With gentle persistence, even the hardest of prospects can be persuaded if the product or service provides value. It’s no trivial matter bringing nothing into something. But with tenacity, patience, and grit, success can be achieved.

Watch here on YouTube https://www.youtube.com/watch?v=-gCfuhXTTyU

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

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 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. 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.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

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 to 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 Recover from a Sideways Deal #514

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How To Recover from a Sideways Deal #514

 

Ever been in a situation where just as you thought the deal was won, and then the rug got pulled out from under you? It’s beyond irritating, right? Especially given the fact that you may have invested significant time and energy in the deal, just to see it go up in smoke. What are you to do when your deals go sideways? That’s the topic for today.

Today’s Chapter: Recovering a Sideways Deal

The start is stillness,
which is the way of nature.
The way of nature is unchanging.
Understanding nature is insight.
Not knowing nature leads to disaster.

With an open mind, you will be openhearted.
Being openhearted, you will act wisely,
and deal with whatever life brings.
When death comes, you’re ready for it.

-TTC 16

Today’s Story

Chris was excited when the prospects agreed to sign the service agreement. It took significant effort to get the deal over the goal line. But then there was a twist.

One of the stakeholders loudly questioned the purchase and soon the entire buying team was getting cold feet. The deal had gone sideways.

“I’m not sure what to do,” said Chris. “I thought we had this signed, sealed, and delivered.”

After a long pause, Pat said, “I had a sense you rushed the deal trying to close the boss. When it comes to some organizations, it only takes one “no” vote to veto a purchase, or the budget gets yanked last minute. I remember this one time I had a champion on my side and they resigned from the company to take a better job. Just like that, my deal went sideways.

These things happen. Be patient, go back to the start, and assume you’re back at square one. Good luck!”

Consider This

When a deal is in harmony it advances with ease and grace. When a deal goes sideways there is confusion and doubt. The changing of the guard, a block on funding, or a stakeholder grudge can create chaos. Like a filled cup, empty out your anxiety to make room and refill it with possibilities not yet revealed.

Expect trouble at every turn, but with due diligence, let the deal take as long as it takes. Hope for the best but expect the worst. Restart at square one and let the past go. It’s only a story, it’s to recreate a new ending.

Watch here on YouTube https://www.youtube.com/watch?v=oxhJ2gL6sq0

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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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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.

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How To Sell With Compassion #511

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How To Sell With Compassion #511

Ever hesitated to pick up the phone and cold call? Don’t worry; we’ve all been there. We grew up fearing strangers, and now, as adults, the idea of making a call and potentially bothering someone is as scary as finding a spider in your shoe. But hey, when it comes to calling family, speed dial is practically a reflex. Now, the challenge: how can we find the courage to prospect and reach out to strangers? Curiously, the answer can be found in compassion. This doesn’t make sense at first. But that’s how Taoism works. It’s filled with paradox.  In this episode, we discuss how to sell with compassion and how to treat strangers like family.

Today’s Chapter: Sell With Compassion

See strangers as family.
Trust they will treat you as you would be treated.

Do you need courage? Try compassion.
Knock on the door.
Pick up the phone.
Seek rejection
and leads will arrive as a consequence.
You don’t reap what you don’t sow.

When the marketplace attacks you,
defend yourself with compassion.
It’s the most powerful tool in your arsenal..

Today’s Story

Pat and Chris sat in the conference room working on a project. Deep in discussion, the phone rang and Pat answered the call. It wasn’t the prospects but instead a random cold call. Pat was nice to the caller and patiently explained they were not qualified to buy. Furthermore, Pat gave the caller some coaching on how to improve their odds.

Chris was surprised. First by Pat’s patience and secondly by generosity. “Why did you spend so much time with that caller?” Chris asked.

“Oh that’s easy to answer,” said Pat. “I see all strangers as friends and family. I expect my prospects and clients to treat me the same way I like to be treated. I give everyone the benefit of the doubt. In this person’s case, I know it’s hard cold calling. Why not be nice to them? When I’m cold calling, I start the conversations like we’re old friends asking about their weekend and what’s on the docket this week. People like that when you do it in a non-creepy authentic manner. Sure some people are rude, but why focus on the negative, when a relationship can lead to a great opportunity? When I meet strangers I just see myself“

Take Action Quote

Will Rogers, the famous Cowboy humorist from Oologah Oklahoma once said that strangers are just friends he had not yet met. I love this sentiment. One of the problems with treating sales as a numbers game is you start treating prospects like their numbers, vs living feeling people with genuine problems and desires. I urge you to never lose your humanity and see the whole world as a community.  Treat each stranger like family, and give them the benefit of the doubt. Be generous in your listening and do what you can to help them. If you do, you will be pleasantly surprised by the opportunity it brings.

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

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How to Sell With No Assumptions #460

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How to Sell With No Assumptions #460

 

Have you ever tried to sell a prospect something they really don’t want? Did you do it because it’s the only thing you have that’s remotely close to what the buyer needs?  This is a terrible position to be in, right?  Lao Tzu teaches that the Master has no mind of their own, only the mind of the people. We do this by not assuming and adopting a helpful attitude. How do we sell with no assumptions? That’s the topic for today.

Today’s Chapter: Blank Canvas

Some clients see their desires clearly
While others have blurred vision.
Some buyers are honest
while others work an angle.

The Master Seller views each sale a blank canvas
They have no mind of their own
They work with the mind of the buyer.
And paint what the prospect sees.

No matter their intent they nurture clients
as parents nurture children.

Today’s Story

Chris offered solution after solution to Lee, but Lee wasn’t buying it. The harder Chris tried, the harder Lee pushed back. Chris wasn’t getting anywhere. 

“I don’t know what to do.” said Chris. 

“I feel like I’ve tried everything”

Pat responded,

“Have you tried restarting from square one? Sometimes going back to the primary issue, is the path forward”.

Head shaking Chris said,

“That’s going to take forever! We’ve already gone over all that”

“Have you?” said Pat.

“Absolutely”

“So why isn’t Lee buying?”

Chris paused, then paused again. Pat then spoke.

“I think you’re trying to put a square peg in a round hole. The solutions we’ve offered aren’t solutions.  Let’s not assume and start with a blank slate. Let’s  move this deal forward, by going backward”

Take Action Quote

According to Paul Cezanne the French post-impressionist painter,

“It’s so fine and yet so terrible to stand in front of a blank canvas.”

This is true of selling too. If the prospects could do it for themselves, they would. But this is the thing, they can’t. It’s for us, the seller,  to help them paint the solution. 

Trust buyers who are trustworthy and also trust those who aren’t trustworthy. This is real trust.  Trust yourself and trust that you can help them, if they want help. It’s their call.

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 Unstuck Stuck Deals #459

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How to Unstuck Stuck Deals #459

Ever have a deal that won’t move forward and you’re not sure what to do? You don’t want to call it a lost deal. It’s not exactly dead but it’s frustrating, right? You’re working with an advocate in the organization and they’re onboard.  But that’s not true for everyone in the organization. You don’t have to be Lao Tzu to know that failing to adapt has profound consequences. So what’s a seller to do to unstuck stuck deals? That’s the topic for today.

Today’s Chapter: Stuck Deals

With no urgency,
today looks like yesterday.
With no change in priorities,
Tomorrow looks like today.

Change instills fear and doubt.
The status quo is defended.

Douse fear
as water douses fire,
mitigate risk,
and grease the rails of change.

Stuck deals unstuck in time.
A slow river knows it will get there eventually.

Today’s Story

Chris and Pat met for their weekly one-on-one.  For the second month Pat asked about the lack of progress on one deal. “What’s going on here?” queried Pat. “I thought this deal had legs and would have been closed by now”.  “I know” said Chris. “But once Lee, the CFO, started getting involved,  IT started to get scared. Production wants to move forward but nobody wants to accept any risk”.  

Pat nodded.  “Like I always say, our greatest competitor is the status quo. They’ve not embraced the risk reward tradeoff. This is where you need to step it up. “    Pat went on,

 “Keep focusing on the reason they originally reached out to us. Make it clear it’s only going to get worse the longer they push off the decision. For each of the decision makers, peel them off, one by one and listen to their concerns. I bet we can address each and everyone of them. This prospect is not that different from all our other clients. Be patient, listen well, show caring and we can unstuck this stuck deal.

Take Action Quote

According to author Shannon L. Alder.

“Fear is the glue that keeps you stuck. Faith is the solvent that sets you free.” 

This applies to sales too. Change can be exhausting, frustrating and, frankly, inconvenient. But change is also constant in all our lives. Lao Tzu depicts the “path of life” as in constant motion and flux. When helping our clients, we must keep this in mind for it is the “path of sales” too. Have faith and it will all work out.

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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Empathy is the Key to Sales #446

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Empathy is the Key to Sales #446

Sometimes it’s dangerous to have a hunter mentality where you think of prospects as game and you the hunter. This kind of competitiveness may get in the way of empathy. Once upon a time, a sales guy may have gotten away with bullying a prospect into buying. But those days are gone, the internet destroyed that. Customers have choices. There is more competition  and what buyers truly desire, is to have someone take away their problems. When prospects get a sense that you care, they will trust that you may have the solution. Maybe not all of life’s troubles. But maybe a few of them. Empathy is the Key to sales. That’s our topic for today

Today’s Chapter:  Empathy

If you want to earn trust
You must listen,
If you want to earn faith
You must empathize with distress,
If you want to earn loyalty
You must desire to alleviate pain.

Repeated sales are the fruit of repeated compassion.
This key opens doors.

Today’s Story

As Chris qualified a prospect, Pat listened in on the call. After 10 minutes it was clear that Lee checked off all the boxes. But when Chris started to explain the product’s benefits, Lee seemed bored. Pat heard this and texted Chris “ask about the ramifications of the pain”.  Chris immediately pivoted the conversation and asked Lee how the problem affected their business.  Lee gave a lengthy explanation on issues with profit and slipped schedules. 

Pat then texted “think empathy and compassion”.  Chris ran with this and commented “Wow Lee, that’s got to be painful. How long has this been going on?” Lee sat straight and went into a lengthy explanation and it was soon clear, Lee would eventually become a new client.

 “Good job” said Pat “you really turned that one around”.  “Thanks Pat” responded Chris. “It was a team effort”. 

Take Action Quote

You may have heard me say this before but this joke never gets old “Sincerity is everything, once you can fake that, the world is yours”. But what makes this funny is it’s a lie. People can smell out fake compassion and empathy. If you really care about people, prospects can tell. Once they know you care, they will stop shopping. They KNOW nothing is perfect, but once you win their loyalty, they know you’ll make any issue, right. Care for your customers, and they will care for you. Empathy is the key to sales. 

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 Make an Elevator Pitch #432

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How To Make an Elevator Pitch #432


In a building with 2-9 floors, an elevator should take between 10 & 20 seconds to clear the entire distance at full speed. In a building with 10-29 floors, it should take between 12 & 20 seconds to clear the entire distance at full speed unless, you live in New York City where the average elevator ride is 118 seconds. This creates a challenge for the seller who is tasked with delivering a pitch to a prospective buyer, held hostage, ever so briefly, in that elevator!.  What can you do to get the prospects to pause and agree to learn more in 118 seconds? That’s our topic for today, how to make an elevator pitch.

Today’s Chapter: Elevator Pitch

Brief in words
Yet long in substance
Tuned for the ear of the listener
The Master Seller makes their pitch.

Both concise and precise
Asking questions that elicit response
in search of a gap
to be filled
a Story that touches the heart

Sharing, asking, listening
All in the wink of a brief ride

Today’s Story

On the tradeshow floor Pat stepped into the aisle and handed attendees cards that caused them to pause and listen. Throughout the day, the pitch was tuned with some words drawing blank stairs and others glints of interest. By early afternoon, the pitch was polished and Pat and Chris used it successfully for the rest of the event to collect qualified leads. 

At the end of the first day Chris asked “How did you know this pitch was going to work? I was surprised how it changed hour by hour” “Well” said Pat “We know our solution, but it’s in understanding the problem where most sellers falter. I just kept asking people, do you have this problem, and kept switching up problems until we found the one that resonates with most. Then we started to tune if it was an urgent problem and if so, we told a quick tale on the benefits of our solution.”

“The pitch is so fast” responded Chris. “It doesn’t even talk about our features”. “Yes” said Pat “that’s the secret sauce, to speak to problems and benefits. If there is no interest, it’s no use sharing details”.

Take Action Quote

Albert Einstein once said “if you can’t explain it simply, you don’t know it well enough”. We all  know this to be true. Reflect back on your own life, where somebody came up to you and started pitching a product or an idea that had nothing to do with you AND they wouldn’t stop talking. It’s painful. 

When somebody graces you with their time, honor their gift and speak quickly getting to the point. Succinctly share your value proposition that says “I help these types of people, with this set of problems, by providing a solution that has this  set of benefits. Is that you?” Bam bebam bebam.

When you can repeat this pitch with no effort, a pitch that flows like water from the mountains, then you are prepared to enter the elevator and make your case.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your 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

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.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

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 Sell When Nobody Knows You #431

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How To Sell When Nobody Knows You #431


What do you do when your business is the best kept secret in town? How do you get people to know about you? How do you create awareness and most importantly, how can you get buyers to trust in you, your company and it’s products? How to sell when nobody knows your brand?  In this episode we discuss lessons we can learn from the Grand Canyon and how building a brand is not a quick fix.

Today’s Chapter: Making the Unknown Known

At first a secret
a new product’s value is questioned
The market unaware
Remains wary and skeptical.

Like rushing water
Wearing away granite
Persistent campaigns bring awareness
Messaging that speaks to the buyer

That this can help
This can make a difference.

Knowing the audience
The Master Seller makes the unknown known

Today’s Story

The company was launching a new product to a new market. Nobody had heard of them and the offering had no credibility. While working on a cold calling campaign, Chris  was unsure how to get the attention of buyers saying “I keep calling but no one is answering. The few people I’ve talked to have never heard of us and don’t trust we know what we’re doing”. 

Pat nodded and said  “I guess that’s .  understandable” said Pat. “Trust has to be earned and that only comes after the passage of time”. “Exactly” said Chris nodding. ”So what can we do since we’re the new kid on the block?”  

Pat responded “Slow but steady wins the race.  We need to follow up our outreach multiple times: first an email, then a call, then a voicemail then a social media message and then rinse and repeat and each time sharing a little bit more about us, This will take awhile but remember, water is soft but given enough time it carved the Grand Canyon.” 

Take Action Quote

Trust is the foundation of all sales. It’s what Stephen Covey calls the glue of life and the most essential ingredient in effective communication. In my experience trust takes time to build and it takes persistence and tenacity and believing in the process. 

It’s a case of what the Taoist call Wu-Wei or Non action-action or non-doing doing  If you just keep at it, never expecting that it will be this call or this email that arouses interest. Nope you just keep at it. And it, will happen.  When? Where? How? Nobody knows. But it will happen, in time.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your 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

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.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

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 Beat The Competition #430

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How to Beat The Competition #430

Does it chill you when you talk to a prospect and they mention they have your competitor? Does it seem like the competition is better than you? They’re  faster, cheaper, has higher quality and there is nothing you can do to overcome them? Or maybe you can’t wrap your head around why your prospects even consider the competition. You know their products are crap and you’ve got superior solutions and each time you hang up the phone you mumble, what fools!  If this rings familiar, the Tao has advice you just might find valuable and give you, a competitive advantage.

Today’s Chapter:  Awake to Competition

Awake to the marketplace
Never underestimate the competition
Respecting their strengths
Yet keen to their weaknesses
Discovering opportunities
Ever watchful of impending threats.

Underestimating your competition
means thinking that they are evil
You destroy the three greatest things
of Patience, Simplicity, Collaboration

Today’s Story

In the hallway Chris pulled Pat aside and said “Pat!  I keep losing deals to the competition. There are two players that keep beating me out and I don’t know how to overcome them. What should I do?” 

Pat nodded in agreement and responded. “We have tough competitors. They have been in the market longer than us and are more well known. But we have the new innovation and that’s going to be the differentiator for some clients. 

Do this: each time you talk to a prospect that has the competition, find out why they like them, why they stay, and discern what we’re missing. This is gold for our product team. Also ask about what the competition is missing. This knowledge will help guide your qualifying.  

Lastly, always remember your greatest competitor is inertia. We lose more deals to a prospect making no decision vs all the competition combined. When we patiently collaborate with our prospects, they seem most interested in becoming loyal clients”.

Take Action Quote

Dale Carnegie, the author of “How to Win Friends and Influence People” once wrote,

“The world is so full of people who are grabbing and self-seeking. So the rare individual who unselfishly tries to serve others has an enormous advantage. He has little competition.” 

Worthy competition makes us better competitors. Competition pushes innovation and makes the world a better place. When you see your competitors with a healthy point of view, it allows us to focus first and foremost on our prospects and clients. It’s in serving them vs beating the competition where we find success.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your 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

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.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

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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What To Do When Your Deal Goes Sideway #428

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What To Do When Your Deal Goes Sideway #428

Ever been in a situation where just as you thought the deal was won, it all fell apart like a house of cards? It’s painful, I know. Especially given the fact that you may have invested a mass of time and energy and now it appears it’s all to no avail. Frustrating right? What are you to do when your deals go sideways? That’s the chapter for today.

Today’s Chapter: Sideway Deal

When a deal is in harmony
It advances with ease and grace.
When a deal goes sideways
There is confusion and doubt.

The changing of the guard,
A block on funding
Or stakeholder grudge can create the Great Illusion called fear.

Like a filled cup,
You must empty your thoughts before refilling it.
Allowing for possibility not yet revealed.

People often fail at the verge of success,
Give as much care to the end,
as to the beginning.

Today’s Story

Chris was excited when the prospects agreed to sign the service agreement. It took a lot of effort to get this deal over the goal line. But then there was a twist. 

One of the stakeholders loudly expressed doubts about the purchase and soon the entire buying team was getting cold feet. The deal had gone sideways. 

“I’m not sure what to do next”, said Chris. “I thought we had this signed sealed and delivered.”

Pat commiserated but added  “I had a sense you rushed the deal and pushed the boss to    close. When it comes to some organizations, it only takes one no vote to veto the purchase. Sometimes at the last minute the budget gets yanked and once I had a Champion on my side and they quit to take a better job. Just like that, poof, my deal went sideways. 

These things happen, be patient, restart the conversation and assume your back to square one. Good luck!”

Take Action Quote

In a letter to his son in 1930, Albert Einstein wrote “Life is like riding a bicycle. To keep your balance you must keep moving.” As a lifelong bicyclist this resonates with me. 

Gravity is unrelenting. When peddling we need to make constant corrections to stay upright and not fall sideways. The same is true when selling. Just when you think the deal is made, it starts to fall over. Never forget, the deal isn’t done until your paid, you get the PO or the contract is signed. 

Just because they say they’re willing to buy, doesn’t mean they will buy. Expect trouble at every turn, do due diligence and let the deal take as long as it needs to take.  Expect the worst, but hope for the best. That’s the way to approach a sideway deal.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your 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

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.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

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: