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.

Listening Options

You can find us on:

- Spotify
- iTunes
- Stitcher
- Player FM
- Spreaker
- The SalesBabble.com website click the player above on this page!

October 18, 2022October 17, 2022

How To Grow Your Sales Confidence #447

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Grow Your Sales Confidence #447

Time and again, I find that self-esteem and confidence are lacking in many of us in the sales profession. Despite the fact that we possess strengths and skills, we don’t truly give ourselves credit for them. Look at you for example! Here you are listening to Sales Babble working to grow your sales skills. Consider all your peers who don’t believe in continual improvement. This sets you above the rest. You have confidence that you can become better, be better. That kind of confidence is gold. Lao Tzu speaks often about acceptance and the power that acceptance creates so it’s timely that confidence is our topic for today.

Today’s Chapter: Confidence

The path of trial and error leads to mastery
By accepting fear as true
Lessons from failure
Confidence arrives
Built on a foundation of preparation.

Believing in themselves
The Master Seller allows things to unfold.
Not forcing things
They embody confidence, abundance, and mastery.

Today’s Story

Chris’s head shook with disbelief.. The prospect was emphatic they had no interest in advancing the deal. They’d decided to take another direction and with that, they hung up the call. The deal was a huge opportunity but now it was a huge failure. Chris was crushed.

“These things happen,” said Pat. Chris responded “Yes but honestly I think it was my fault. I knew should have pitched the new SRV solution, but I didn’t trust myself. I had no confidence I could represent SRV and now it’s lost.”.

“You’re right!” said Pat “But this is an opportunity to grow because we only learn from our mistakes, not our wins.. Confidence grows from repeated success. Are you going to make this mistake again?” “Heck NO!” Chris barked with a confidence, born from failure.

Take Action Quote

Coco Chanel the French fashion designer and founder of the namesake Chanel brand said “Success is most often achieved by those who don’t know that failure is inevitable.”

Each time we accept our failures we gain strength, courage, and confidence in the doing.

Lao Tzu wrote “Because one believes in oneself, one doesn’t try to convince others. Because one is content with oneself, one doesn’t need others’ approval. Because one accepts oneself, the whole world accepts him or her.”

Sales is not an easy gig, but with coffee in one hand and confidence in the other, 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

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

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

- Spotify
- iTunes
- Stitcher
- Player FM
- Spreaker
- The SalesBabble.com website click the player above on this page!

October 11, 2022October 6, 2022

Empathy is the Key to Sales #446

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

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

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

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

- Spotify
- iTunes
- Stitcher
- Player FM
- Spreaker
- The SalesBabble.com website click the player above on this page!

October 4, 2022October 3, 2022

How to Use Humor to Win at Sales #445

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Use Humor to Win at Sales #445

Yesterday I cut my finger chopping cheese, but I think that I may have greater problems. That’s a pun, a play on words. When it comes to selling, a little bit of humor can go a long way building rapport with your prospects. But humor is touchy. If you say the wrong thing, it’s like stepping on the third rail. It can kill a deal. This is the topic for today. How to use jokes to win a deal.

Today’s Chapter: Selling with Humor

What is black
and white
and red all over?

The Tao of Sales Babble

Bearing gifts of amusement
Brightening the buyers day
Finding common absurdities in life,
Laughing out those absurdities.

The Master Seller
Generates trust with fun.

Today’s Story

Pat and Chris were on a sales call with Lee’s company for nearly an hour. Chris was taking the lead and doing a good job but the prospect was reluctant to go forward. They agreed that Chris’s solution would solve most of their challenges but they had been burned once before by a vendor and Lee certainly didn’t want to repeat that experience!

Pat had been quiet but decided to speak up. “A lady walked down the street and saw the perfect dress in the window. She stepped into the boutique and asked the sales lady “May I try on that cute dress in the window?” The sales lady replied; “Sure, but wouldn’t you be more comfortable in a dressing room?”

Everyone on the call laughed. The joke created a pause in the tension. Pat then went on to say “What makes us different from the competition is our experience serving companies like yours. Like the dress sales lady, we have a good idea what you really mean when you speak. We listen”.

Lee sat back and nodded. In 20 minutes, Chris closed the deal and winked at Pat, a good days work done.

Take Action Quote

Joke telling has mostly gone out of style in business. It’s too easy to offend someone given that many jokes belittle someone and when selling to a large group you might step into some doo doo. There are three types of prospects in the world. Those who get the joke and those who don’t.

But I think if you’re careful you can use humor to build rapport. I love the subreddit r/dadjokes. It’s a great resource for sweet, clean, relevant and funny puns that make sellers human. It’s not about memorizing and repeating, but listening and finding funny connections that will make people chuckle. But at the same time why do thieves have a hard time understanding puns?
Because they take things literally! Do you?

“Puns are the highest form of literature.”
― Alfred Hitchcock

Look, there’s a fine line between a numerator and a denominator. Only a fraction of people will find this funny. So be careful what you say, but not too careful. Be human.

For jokes about sales go here. But be careful who you repeat these too.

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

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.

Listening Options

You can find us on:

- Spotify
- iTunes
- Stitcher
- Player FM
- Spreaker
- The SalesBabble.com website click the player above on this page!

September 27, 2022September 27, 2022

Sales Assumptions That Are Just Plain Wrong #444

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Sales Assumptions That Are Just Plain Wrong #444

I’m assuming you’ve decided to listen to this episode to grow your sales skills. I’m also assuming it’s based on my babbling and some musings I have on an ancient Chinese philosopher. But I shouldn’t make that assumption. We should never over assume because we’re often wrong! Let’s explore this idea today about sales assumptions that are just plain wrong.

Today’s Chapter: The Perils of Assumption

Not assuming a prospect’s desires
is strength.
Knowing what’s good for them
is weak.

Taking for granted and presuming
instills weakness

Awake, the Master Seller knows the cure
Is finding solutions that match needs
Fully conscious
They know prospects are as unique as snowflakes
Each with their own individual struggles and frustrations.

Today’s Story

Chris and Pat sat at the table with Lee, a new prospect in a new territory, with Chris taking the lead on the conversation. Pat had heard some grumblings about Chris being a bit pushy and assuming. Pat wanted to get an unfiltered first hand view. Towards the beginning Lee shared one challenge they faced and soon Chris immediately started sharing solutions and products that were sure to solve Lee’s problems. Pat was skeptical. Lee too!

“Let’s slow this down Chris”, said Pat “I have a few questions for Lee.” Chris was caught off guard by the interruption and looked it! Pat continued to ask Lee more questions and after an hour it was clear that what Lee needed, Pat and Chris couldn’t provide. They all shook hands and parted goodbyes.

After the call Chris was angry “Why did you interrupt me? I think we could have closed Lee!”. “True” said Pat “but that’s not what Lee really needs. Lee needs a solution we’ve been thinking about adding. But as of now, we don’t have it. It would have been unethical to sell Lee on something that doesn’t help their organization. We should never presume we know what’s best for our clients. IT’s for them to tell us what they need. We are only guides, with a narrow set of answers

Take Action Quote

On February 16th, 1973 the actor Tony Randall shared a line on the “The Odd Couple” a television show based on the play by Neil Simon. Felix Unger, the character played by Randall, was in a courtroom scene cross examining witness who said she “just assumed” and Felix in response quickly wrote on a chalkboard the word ASSUME and said

“Never Assume because if you do you make an Ass out of U and Me”

This is a case where television makes a generational cliche that becomes an eternal proverb. You’re probably familiar with this quote. It’s also true in sales! Let’s stop knowing what’s best for our customers until we have an open conversation. Never assume you know what’s good for them

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

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

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

- Spotify
- iTunes
- Stitcher
- Player FM
- Spreaker
- The SalesBabble.com website click the player above on this page!

September 20, 2022September 19, 2022

How To Learn the Buyers Secret Language #443

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Learn the Buyers Secret Language #443

Each industry has a secret language. There is a vernacular, nomenclature and acronyms everyone in the industry uses. To be a successful seller, you need to know that language too. How to learn the language of the buyer, that’s the topic for today. How to learn the buyers secret language. That’s the topic for today.

Today’s Chapter: Speak the Buyers Secret Language

First listen
to learn their language.
Then question
to understand their lives.
Next seek
to know, what they know.
Then frame how best to express solutions.

The Master Seller
Walks in their shoes,
Listening without judging
Building credibility and trust
Marketing the buyer with relevance
Spoken in the Words of the buyer.

Today’s Story

Chris pivoted to selling a new product line in an industry new to Chris. Excited to get started Chris jumped in and started calling and emailing but each outreach hit a thud. Time and again, prospects showed no interest and Chris was getting frustrated. It seems that what used to work in one industry, didn’t in this new industry. Pat could sense a rising level of discouragement and stepped in to help.

“Chris” said Pat, “This is a very different industry than what you’re used to. I know it’s a big challenge. If you don’t know what the 280E or the 8300 form, people don’t trust that you fully understand their challenges. It’s a hurdle.

Every industry has a secret language. And in an industry as new and changing as this one, there is no book you can read to learn it all in one place. But once you learn that language you become a member of the tribe.”

“So what should I do?” asked Chris.

Pat answered “None of us know exactly how this is going to work. I wish I could tell you more about this industry but I’m new to it too. But I’m certain you’re the right person for this challenge.

Find a buyer who is patient and willing to teach you a term here or a definition there.

Be patient, it’s going to take time. I believe in you. “

Take Action Quote

Mary Torrans Lathrap authored a poem titled “Judge Softly” in 1895, and has later come to be known by its most famous and quoted line — “Walk a Mile in His Moccasins.”

“Judge Softly”

“Pray, don’t find fault with the man that limps,

Or stumbles along the road.

Unless you have worn the moccasins he wears,

Or stumbled beneath the same load.

it goes quite long but ends…

We will be known forever by the tracks we leave

In other people’s lives, our kindnesses and generosity.

Take the time to walk a mile in his moccasins.

This is true too for us sellers. We must wade into their world, understand the lingua franca of their business and speak to their concerns, challenges and aspirations. It’s your responsibility to learn their language, not vice versa. The best way to learn is to ask their advice, accept there are no dumb questions, and most likely you will lose the first few deals when you get started. But this is what you must do.

First crawl, then walk and then run. You can’t skip steps when learning the buyers secret language. .

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

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

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

- Spotify
- iTunes
- Stitcher
- Player FM
- Spreaker
- The SalesBabble.com website click the player above on this page!

September 13, 2022September 12, 2022

Where to Look for Leads #442

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Where to Look for Leads #442

Today we talk about being lead poor, those times when you have too few new opportunities. In those situations you are doomed to keep calling the same stale leads. Not only that, it can annoy prospects who want to buy, not not now. We talk about what we can do to generate new leads and get your sales organization back on track. Where to look for leads, that is the question.

Today’s Chapter: Great Source of all Leads

Stay awake to the news
Keep up on social
Seek referrals from clients
Attend networks coffee and tea

At the conference greet old friends
At the social, introductions
Referrals from client
Resource library and network events
Leads are to be found all around

Knowing there are no prospects
without leads
Listen
Look
All is a well that never goes dry
Infinite the opportunity

They are there for the seeking

Today’s Story

Revenue was starting to slump. Pat noticed the SDR team kept following up on the same stuck deals and the reason was clear, they were lead poor. This would not do.

Pat turned to Chris and said “Where are you getting these leads for the team?” The same place we always do “ Chris said” that data leadgen company.”. Pat responded, “We need to mix this up. I’ve got an idea”. With that Pat spoke to marketing for the latest trade show leads, called up 5 clients for referrals, then stopped by the library and downloaded 100s of leads from the Business databases.

The next day Chris was amazed by how the CRM had a fresh set of leads. “Where did you find these?” asked Chris. “A little from here and a little from there. Leads are all around us, If these leads aren’t qualified to buy they may know people qualified to buy. Like the sunrise and sunsets, each day brings us opportunity. We only need to look.

Take Action Quote

“Most people miss Opportunity because it is dressed in overalls and looks like work”

… said the inventor Thomas A. Edison.

I know that’s a little bit harsh but I get where Edison is going. Once we get fixated on a process, it’s hard to break old habits and get creative. It’s human to do the safe thing until it’s no longer safe. Be it social media or events, it’s important to always be on the watch for new leads. Don’t assume everyone of them is qualified, but do assume they may KNOW someone who is qualified. That’s how you multiply your efforts. And nurturing relationships in your network and existing clients is another great source to look for leads.

It’s like a well that’s never used up. You can pump and pump all day and it continues to provide fresh spring water. Leads are all around us, we just need to look!

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

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

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

- Spotify
- iTunes
- Stitcher
- Player FM
- Spreaker
- The SalesBabble.com website click the player above on this page!

September 6, 2022September 6, 2022

How To Overcome the Fear of Cold Calling #441

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Overcome the Fear of Cold Calling #441

Do you experience call reluctance? That’s the phenomena where you avoid picking up the phone and cold calling a prospect? Many people too. But this is the thing. Inaction breeds doubt and fear. Action breeds confidence and courage. In this episode we take a moment to understand the root of our fears and embrace a wu-wei approach of allowing the calling to be what it is. Rather than avoid the pain, let’s accept it and discover it’s not what it appears to be. We overcome fear with acceptance. That’s the path to overcome the fear of cold calling.

Today’s Chapter: Overcoming Fear with Acceptance

The journey of a closed deal
Begins with a single cold call.

While some fear it
Others embrace
Knowing that while those who can manage others is powerful
Those who manage their fears are mightier still.

The Master Seller anticipates the difficult sale
By managing the cold call.

By separating the wheat
From the chaff
They use a numbers game
To create opportunities.

Today’s Story

Chris had wanted to get into sales for quite some time and was excited to transfer into an SDR role. But the job wasn’t what Chris thought it would be. Each calling session was a hamster wheel of rude responses, hang-ups, and rejection. Soon Chris’s pace slowed and Pat noticed it.

“What’s going on?” asked Pat. “You were so excited when you started!” “I know” responded Chris “ I guess I’m not cut out for cold calling. Everybody I call hates me”. Pat smiled “that’s not true! The trick is to remember it’s just business. Not everyone we call is qualified or ready to buy. Often the timing isn’t good or they have more pressing matters at hand. Only 1 out 20 calls are going to be a prospect somewhat interested in what we provide. We just have to be good with that percentage rate. If we just do our jobs it will all work out. In time you will meet people who we can help. It’s just a matter of patience. Just don’t forget that you have the most important role in the company!”

“What do you mean by that?” said Chris. Pat smiled “This entire company would grind to a halt if our department didn’t close sales. It’s a lot of responsibility on our SDRs and your shoulders. I know. But I’m certain you can do it”.

With that Pat cleared the afternoon and worked with Chris for the rest of the day to overcome the fear of cold calling.

Take Action Quote

IBM’s Thomas Watson once said that:

“Nothing happens until somebody sells something”.

Selling isn’t to be feared but understood because when sellers conquer this fear, they have learned a broader secret of life. Each of us must confront our own fears. We must come face to face with them. How we handle our fears will determine where we go with the rest of our lives. Do we live a life filled with regret or do we experience the joys of adventure? Choose adventure. Cold calling is a blessed opportunity for you. I implore you not to squander it !

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

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

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

- Spotify
- iTunes
- Stitcher
- Player FM
- Spreaker
- The SalesBabble.com website click the player above on this page!

August 30, 2022August 29, 2022

The Not So Obvious Sales Mistakes You Should Avoid #440

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

The Not So Obvious Sales Mistakes You Should Avoid #440

I just returned from Podcast Movement, the largest conference in the world for podcasting. It was great to see old friends and make new ones. I walked away with a profound gratefulness to be in this industry and sincere appreciation of you the listeners who make this podcast possible. I am honored to have this opportunity to impart a bit of wit, and wisdom on selling. We are in an amazing profession at an amazing time in history. I am humbled to have you in the audience. I know that the Tao of Sales Babble is not for everyone. But here you are! It’s not obvious at first what we are doing in this podcast, which leads well into this week’s topic, on how to be careful to not pounce on the obvious and avoid judging buyers too quickly. Not-so-obvious sales mistakes to avoid, that they topic this week.

Today’s Chapter: Seeing Beyond The Obvious

To understand
We label buyers by what we see
But the labels have limits
Only describing the obvious
Ignoring the subtle.

When you see beyond the label
You can sense the true nature of the buyer,
And better share the benefits of your solution.

Look beyond the obvious
Wake up to the true nature of the buyer
Speak to it.

Today’s Story

On the sales call, Chris quickly built rapport with a prospect and then asked about their business challenges. Lee explained how they have three big issues and then started explaining the quality difficulties over the last six months. Immediately Chris jumped on the quality problems and started explaining how their company had a new program that can eliminate defects. Chris pressed Lee into a demonstration of the functionality and at the end of the call Chris tried to close the deal. But, Lee was hesitant to take the next step and the call ended with no action taken.

Afterwards Pat and Chris huddled to discuss the deal. “What could I have done to close Lee?” asked Chris. “Listen to the recording, did I mess up the demo?” Pat listened and before the demo started Pat stopped the recording and said. “Lee mentioned that they had three issues, but you never got to all of them. Instead you focused on the quality difficulties. Why? What you did was put Lee in a little box and labeled it QUALITY. Who knows what other pressing issue they have! Quality troubles may not be their top problem. Too many seller pounce on the first problem they have. Slow down the sale. Take your time, let the buyer place ALL their problems on the table.”

Take Action Quote

We’ve had Jeffrey Gitomer as a guest on Sales Babble a few times and he believes that….

“Questions are to sales as breath is to life. If you fail to ask them, you will die. If you ask them incorrectly, your death won’t be immediate, but it’s inevitable.”

I wish I had a dollar for every time a sales person asks me a question and immediately hops on my first answer and starts to pitch without fully understanding if I’m truly a qualified buyer. I have to stop them, sometimes raising my voice saying “stop stop stop, I’m not a qualified buyer, you don’t need to pitch me. I’m not qualified!

Don’t be that guy! Questions are to sales as breath is to life. Slow,,,,,,,, down!

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

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

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

- Spotify
- iTunes
- Stitcher
- Player FM
- Spreaker
- The SalesBabble.com website click the player above on this page!

August 23, 2022August 22, 2022

How to Close a Sale #439

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Close a Sale #439

What’s the most difficult part of a sale? Through the years I’ve had numerous listeners tell me it’s “Closing.” People think that closing is hard and getting a prospect to put their name on a signed contract is a monumental task. Plus, people say it takes an assertive winner takes all attitude. That’s not how it works with a Taoist perspective. I must confess, there is a certain truth to the idea of ABC Always Be Closing. If you start the selling process out right with the intention of helping your prospects, and you advance the sale by patiently answering every question the buyer asks, customers will close themselves. This is wu-wei in action. That’s the topic for today.

Today’s Chapter: Advancing the Close

With each question
Comes an answer
The Master Seller
Advances closer
Step by step
Slowly finding common ground.

Today’s Story

Lee had listened attentively to Pat and Chris’s presentation as they walked through the list of wants, needs and company desires and Chris explained how their product addressed each item. In the conversation there was a lot of back and forth. By the end of the sales call both parties had a much better understanding of the challenges Lee faced.

As the conversation wound down, Pat kept waiting and waiting for Chris to close the deal, Soon it would be too late so Pat spoke up. “From what I understand it sounds like we have addressed most of your needs, correct?” Lee nodded “yes, accept for the magna feature and you said that would be available first quarter next year, right?” “That’s right!” said Pat “but it sounds like you don’t need it right now, right?” “Correct” said Lee, Pat went on “so it sounds like if you installed our product into your facility it would work for you, right? “ Yes”, agreed Lee.

Chris sat quietly, following the conversation like it was a tennis match.

Pat went one “so if we wanted to start on the roll out next month, who would be taking the lead on that in your facility?” Lee looked up and to the right, paused and said. “Oh that would be Sam”. “Great” said Pat and with effortless action, the conversation turned to the contract, pricing and the schedule in a very natural manner. Without a hard yes, the deal was won..

Afterwards Chris told Pat, “thanks for kicking off the close. I couldn’t figure out how to get started”. “ No problem” said Pat. “It’s actually easy when you’ve done the start of the sale correctly. You answered all their questions and had already talked about schedule and pricing. All we needed was for them to agree to get started. The deal closed itself.

Take Action Quote

I’m reminded of a quote by Seth Godin that says

“Don’t find customers for your products. Find products for your customers.”

Every answered question advance you closer to understanding if you can help your prospect. When selling is done right, both parties come to an agreement that a deal should be made. Closing isn’t’ about learning scripts and tricking people into saying yes. Closing is about advancing closer to a solution, a solution that works for the buyer.

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

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

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

- Spotify
- iTunes
- Stitcher
- Player FM
- Spreaker
- The SalesBabble.com website click the player above on this page!